Senior Manager, Account Management (Mid-Market)

Rippling•Seattle, WA

7d•Hybrid

About The Position

Rippling is seeking a pragmatic, growth-minded account management leader to run its Mid-Market PEO and HR Services team. This is a second-line leadership role responsible for coaching and developing Managers of Account Management and owning their teams’ results. Retention and expansion are the core motions, and the role owns both. The Senior Manager will build teams that meet and exceed retention and expansion goals, set a roadmap for continued success across net retention activities, and own the segment’s roll-up revenue number. The role runs the team’s operating rhythm, including forecasting, pipeline and renewal reviews, and one-on-ones. It also involves managing key customer lifecycle moments, intervening in high-risk renewals and executive escalations, and setting and tracking performance metrics. The role partners with Support, Implementation, TAMs, Sales, Product, and Deal Desk. Rippling values in-office collaboration; for office-based employees who live within a defined radius of an office, working in the office at least three days per week is an essential function under current policy. Compensation includes competitive 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.

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 hitting retention and expansion targets through other leaders.
Proven ability to coach and develop managers, including performance management, hiring, and promotions.
Strong analytical skills and the ability to use Salesforce, Gong, and dashboards to make decisions and coach.
Executive presence and judgment in knowing when to involve Support, TAMs, Product, or leadership.
Willingness to challenge the status quo and fix broken processes.

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 Mid-Market PEO and HR Services segments and build a roadmap to improve net retention success.
Own the segment’s 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 six or more months ahead so teams identify churn risk early and approach 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.