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Director, SMB Account Management



Sales & Business Development
San Francisco, CA, USA
Posted on Saturday, November 11, 2023
About Rippling
Rippling gives businesses one place to run HR, IT, and Finance. It brings together all of the workforce systems that are normally scattered across a company, like payroll, expenses, benefits, and computers. For the first time ever, you can manage and automate every part of the employee lifecycle in a single system.
Take onboarding, for example. With Rippling, you can hire a new employee anywhere in the world and set up their payroll, corporate card, computer, benefits, and even third-party apps like Slack and Microsoft 365—all within 90 seconds.
Based in San Francisco, CA, Rippling has raised $1.2B from the world’s top investors—including Kleiner Perkins, Founders Fund, Sequoia, Greenoaks, and Bedrock—and was named one of America's best startup employers by Forbes.

About the role

We are looking for a pragmatic, growth-minded Sales Director with a proven track record of success to lead our remote US-based Account Management team. As a Director of Account Management, you will coach and develop Account Managers in a horizontal customer segment. You will staff and lead the teams to meet company objectives for growth, margin, customer adoption, and customer retention. You will be responsible for developing multiple employees for rotation and promotion in this fast growing company.

You will report to the VP of Account Management within the Sales org.

What you will do

  • Build strong account management teams that consistently meet and exceed quota

  • Provide leadership and direction to a high-performance team – including hiring, training, and pace setting

  • Develop specific and targeted goals and quotas to expand and accelerate revenue opportunities

  • Create, monitor and manage key performance metrics

  • Find innovative and creative ways to improve and increase performance

  • Implement best practices to support consistent and consultative sales and client success processes

  • Develop and refine an effective go-to-market strategy as we expand geographic and language coverage

  • Take an entrepreneurial approach to the role, working collaboratively with the rest of the leadership team to get things done

What you will need

  • A minimum 5 years of experience scaling and managing a client-facing sales or account management team in a fast-paced environment

  • Previous experience as a top-performing account manager or sales executive

  • Proven track record of team quota-attainment via new product sales and upgrades (license expansion sales are not likely relevant)

  • Proven leadership skills, people management skills

  • Great with numbers including strong analytical skills

  • Highly effective communicator with good people instincts - able to build trust and work well with a diverse group inside and outside the company

  • Eager for a very hands-on role, where you’ll be asked to take on and run with a range of projects outside your comfort zone, and learn quickly

  • Highly organized, self-motivated and detail-oriented, with great follow-through on projects/tasks big and small

  • High integrity individual who’s enthusiastic about building a great company for the long term

  • Courage to challenge the status quo when logic and reason require it. See something broken? Fix it

Additional Information
This role will receive a competitive On-Target Earnings (base salary + sales commission) + benefits + equity. The On-Target Earnings* for US-based employees will be aligned to the range below.

OTE (65/35 commission split): $280,000/year

A variety of factors are considered when determining someone’s compensation–including a candidate’s professional background, experience, and location. Final offer amounts may vary from the amounts listed above.

*Commission is not guaranteed

Rippling highly values having employees working in-office to foster a collaborative work environment and company culture. For office-based employees (employees who live within a 40 mile radius of a Rippling office), Rippling considers working in the office, at least three days a week under current policy, to be an essential function of the employee's role.