Manager, Strategic Account Management

Rippling•Chicago, IL

About The Position

Rippling is seeking an experienced, growth-minded people leader to scale its Strategic Account Management organization. The Manager of Strategic Account Management leads and develops a team of Account Managers who own relationships with the company’s most strategic customers. The role drives team strategy, coaches account managers through complex growth and retention opportunities, and promotes operational excellence to support customer adoption, net retention, and revenue growth. The manager recruits and retains talent, oversees performance against operational and commercial goals, supports high-stakes customer renewals and expansions, and partners with Product, Support, RevOps, and Customer Success. The role also develops account-management playbooks, uses account and market data to forecast and identify opportunities and churn risks, and fosters a collaborative, accountable, customer-focused learning culture.

Requirements

At least 5 years of total SaaS experience, including at least 3 years of direct people-management experience leading Account Management or Sales teams in the enterprise-plus space.
Consistent record of team quota achievement across net retention, cross-sell and upsell revenue, and customer adoption targets.
Expertise in sales and coaching methodologies and developing individual-contributor skillsets.
Leadership agility and experience operating in high-growth, fast-paced environments and navigating complex organizational structures.
Success building and maintaining long-term commercial relationships, including direct engagement with executive buyers.
Highly effective communication skills and exceptional emotional intelligence; ability to build trust and work effectively with diverse internal and external groups.
Strong organization, self-motivation, attention to detail, and follow-through on projects and tasks.
Strong operational and technical acumen.
High integrity and enthusiasm for building a company for the long term.
Willingness to challenge the status quo when logic and reason require it and to fix problems.

Responsibilities

Hire, recruit, onboard, and retain top-tier Account Manager talent for the Strategic Accounts team.
Coach and develop Strategic Account Managers through one-on-ones, pipeline reviews, call coaching, and active deal support.
Manage performance and accountability against operational metrics, pipeline generation, cross-sell quota attainment, and retention goals.
Act as an executive sponsor for high-stakes customer renewals, expansion opportunities, and escalations.
Partner with Product, Support, RevOps, and Customer Success leadership on go-to-market strategies, process improvements, and customer advocacy.
Establish and refine playbooks for account expansion, executive business reviews, contract renewals, and customer risk mitigation.
Analyze account data, customer health indicators, and market trends to forecast revenue, identify growth opportunities, and mitigate churn risk.
Foster continuous learning, collaboration, accountability, and customer-centricity across the team.