Senior Manager, Account Management (SMB - Core)

Rippling•Chicago, IL

4d•$138,000 - $230,000•Hybrid

About The Position

Rippling is seeking a pragmatic, high-velocity Account Management leader to run its SMB Core Accounts team. This second-line leader manages three front-line Managers of Account Management and owns aggregate retention and expansion targets across their teams’ books. The organization serves core platform accounts in the SMB segment, typically representing $30,000–$70,000 in current spend. Because Account Managers manage approximately 130 accounts each, the leader must balance high-volume operational efficiency with strategic revenue-generating retention and cross-sell/upsell motions. The role is based in Rippling’s San Francisco, New York, or Chicago offices. Working in-office at least three days per week is an essential function under the current policy. Compensation includes a competitive salary, benefits, and equity; salary ranges vary by location. Commission is not guaranteed.

Requirements

At least one year managing managers as a Senior Manager, Director, or equivalent, and at least four years of overall people-management experience.
At least seven years of experience in Account Management, Customer Success, or Sales, including at least four years directly owning a revenue or quota target.
A demonstrated record of achieving retention and expansion goals through first-line managers in an SMB, high-volume, or high-velocity SaaS environment.
Operational rigor and proficiency using data and tools such as Salesforce, dashboards, and Gong to inspect pipeline health, identify segment trends, and coach leaders.
Strong executive presence and sound judgment in cross-functional escalations and deal structuring.
A bias for action and continuous improvement, including identifying and proactively fixing broken workflows.

Nice To Haves

Multi-product SaaS cross-sell experience or a background in HRIS, Payroll, or HCM platforms.

Responsibilities

Build and scale an Account Management organization that consistently exceeds gross retention, net retention, and expansion targets across the SMB Core segment.
Lead, coach, and develop three front-line managers, setting operating cadence, driving performance management, and building bench strength.
Design and execute scalable, high-velocity engagement playbooks for Account Managers managing approximately 130 accounts each.
Own the segment-level forecast, pipeline, renewal reviews, and executive roll-ups.
Forecast renewals three to six months in advance to identify churn and contraction risks and position renewals as expansion opportunities.
Act as executive sponsor for high-risk renewals, complex escalations, and key commercial negotiations.
Refine segment KPIs, identify operational bottlenecks, and implement data-driven improvements.
Partner with Implementation, Product, Sales, SOS, and Deal Desk to reduce friction and drive customer lifetime value.