Senior Manager, Account Management (Mid-Market)

Rippling•Chicago, IL

8d•$260,000

About The Position

Rippling is seeking a pragmatic, growth-minded leader to run its Mid-Market PEO and HR Services Account Management team as a second-line leader. The role coaches and develops Managers of Account Management and owns their teams’ results, with retention and expansion as the core motions. The Senior Manager builds teams that achieve retention and expansion goals, develops a perspective and roadmap for the Mid-Market PEO and HR Services segments, owns segment revenue outcomes, and establishes goals to accelerate revenue. The role oversees forecasting, pipeline and renewal reviews, and one-on-ones; forecasts renewals more than six months ahead; manages key customer lifecycle moments; and handles high-risk renewals and executive-level escalations. It also sets and tracks performance metrics and partners with Support, Implementation, TAMs, Sales, Product, and Deal Desk. Rippling states that it values in-office work to foster collaboration and culture. For office-based employees living within a defined radius of a Rippling office, working in the office at least three days a week is currently considered an essential function of the role. Compensation includes salary, benefits, and equity. US-based OTE is $260,000 for Tier 1 (San Francisco) and $245,000 for Tier 2 (Seattle and Chicago), with a 60/40 split; commission is not guaranteed. Final compensation may vary based on factors including background, experience, and location.

Requirements

At least 1 year managing managers as a Senior Manager, Director, or equivalent, with at least 4 years of management experience.
At least 7 years in Account Management, Customer Success, or Sales, including at least 4 years owning a revenue number.
A track record of achieving retention and expansion targets through other leaders.
Proven ability to coach and develop managers, including performance management, hiring, and promotions.
Strong analytical skills and ability to use Salesforce, Gong, and dashboards to make decisions and coach.
Executive presence and judgment about when to involve Support, TAMs, Product, or leadership.
Willingness to challenge the status quo and address problems.

Nice To Haves

PEO or HCM experience.
Multi-product selling experience.

Responsibilities

Build Account Management teams that consistently meet and exceed retention and expansion goals.
Lead, coach, and develop front-line managers, including hiring, training, and setting the pace.
Develop a perspective on the Mid-Market PEO and HR Services segments and create a roadmap to improve net retention activities.
Own the segment roll-up number and set clear, specific goals to accelerate revenue.
Run the operating rhythm, including forecasting, pipeline and renewal reviews, and one-on-ones.
Forecast renewals more than six months in advance so teams identify churn risk early and treat renewals as selling events.
Manage key customer lifecycle moments and track outcomes.
Step in on high-risk renewals and executive-level escalations.
Set and track key performance metrics and identify ways to improve performance.
Partner with Support, Implementation, TAMs, Sales, Product, and Deal Desk.