Senior Program Manager, SMB AE Enablement

Rippling•New York, NY

23h•$108,000 - $180,000

About The Position

As a Senior Program Manager, SMB AE Enablement, you will help SMB Account Executives ramp faster, execute effective sales cycles, and win more business. You will partner with SMB Sales leadership and cross-functional stakeholders to identify performance gaps and develop programs that improve sales execution. You will own the end-to-end lifecycle of enablement programs, including analysis, project management, content development, execution, reinforcement, and measurement. The role involves reviewing sales calls, analyzing performance data, aligning with sales leaders on priorities, and developing practical training and resources that AEs can apply in day-to-day selling. Rippling values in-office work for collaboration and company culture. For office-based employees who live within a defined radius of a Rippling office, working in the office at least three days a week is considered an essential function of the role under current policy. Compensation includes a competitive salary, benefits, and equity. US salary ranges vary by location, and final offers may vary based on professional background, experience, and location.

Requirements

At least 3 years of relevant experience in Enablement, Program Management, Product Marketing, Sales Operations, and/or Sales.
Strong understanding of full-cycle B2B SaaS sales, including discovery, qualification, demos, deal management, negotiation, and closing.
Ability to translate sales performance gaps into practical enablement programs with clear success measures.
Ability to thrive in a fast-paced environment, manage shifting priorities, and deliver multiple projects.
Strategic mindset and ability to navigate ambiguity and turn ideas into action.
Strong problem-solving skills and ability to build productive partnerships across teams.
Exceptional communication, presentation, and facilitation skills.
Self-starter mindset with a bias toward action and ownership.
Strong operational skills, including organizing complex work, streamlining processes, and building repeatable workflows.

Nice To Haves

Experience supporting or selling into SMB customers.

Responsibilities

Own SMB AE enablement programs, including onboarding, ongoing skills development, playbooks, and certifications.
Build programs suited to the pace and complexity of SMB selling and help AEs manage high volumes of opportunities while delivering effective buyer conversations.
Reinforce learning through practice, coaching, and manager involvement to promote sustained changes in sales behavior.
Partner with SMB Sales leadership to identify performance gaps, prioritize enablement needs, and align programs with business objectives.
Collaborate with Revenue Operations, Product Marketing, and Revenue Enablement on cross-functional initiatives and product launches.
Equip frontline managers with tools and coaching guidance to reinforce training and encourage team adoption.
Facilitate training on discovery, qualification, business impact, product demonstrations, competitive positioning, objection handling, negotiation, and closing.
Help AEs improve deal execution, including identifying decision-makers, establishing timelines, and securing clear next steps.
Use call reviews, role-plays, and live deal examples to make training practical and applicable.
Oversee multiple enablement projects, ensuring clear scope, stakeholder alignment, and timely execution.
Coordinate cross-functional deliverables and communicate progress, risks, and decisions.
Adapt programs as business priorities and field needs evolve.
Analyze sales performance, call recordings, and field feedback to identify improvement opportunities.
Measure program adoption and effectiveness using outcomes such as ramp time, stage conversion, win rate, sales cycle length, and quota attainment.
Use findings to refine programs and recommend where enablement can have the greatest impact.
Create and update onboarding content that prepares new SMB AEs to manage the full sales cycle.
Develop playbooks, discovery guides, demo frameworks, objection-handling resources, and job aids.
Keep sales resources current, accessible, and easy for AEs to use in their workflow.