Manager, Expansion Channel Sales (Accountant)

About Rippling

Rippling is the first way for businesses to manage all of their HR & IT—payroll, benefits, computers, apps, and more—in one unified workforce platform.

By connecting every business system to one source of truth for employee data, businesses can automate all of the manual work they normally need to do to make employee changes. Take onboarding, for example. With Rippling, you can just click a button and set up a new employees’ payroll, health insurance, work computer, and third-party apps—like Slack, Zoom, and Office 365—all within 90 seconds.

Based in San Francisco, CA, Rippling has raised $1.8B from the world’s top investors—including Kleiner Perkins, Founders Fund, Sequoia, and Bedrock—and was named one of America’s best startup employers by Forbes (#12 out of 500).

About the role

Rippling’s Accounting and HR Advisory Channel is experiencing exponential growth, and we are excited to hire the next sales leader to join our growing team and support our mission by delivering exceptional value to our partners so they can scale and grow their workforce advisory practice with Rippling.

Rippling partners with Accounting and HR Advisory firms serving small and mid-sized businesses. In this role, you’ll lead and develop a team of Channel Account Executives who own the expansion of our current Accounting & HR Advisory partners. You will work with your team to strategically align with our existing partners to expand their client base onto Rippling.

The Manager, Expansion Channel Sales role is designed for experienced sales leaders who thrive in a fast-paced and collaborative team environment. Your leadership will have a direct impact on the strategy and growth of the Accountant & HR Advisory channel by building and executing a strategy to significantly expand revenues within our current partners while recruiting, onboarding, developing and training a world-class team of Channel Account Executives to meet and exceed sales targets.

This position reports directly to the Director, National Expansion, Accountants & HR Advisory firms.

What you will do

Manage, coach, and scale high performance teams of Channel Account Executives

Sets a high standard of operational excellence, measuring and improving the performance of the team on a monthly, quarterly, and annual basis

Drive sales performance, activity, pipelines, monthly forecasts, and closed-deals to ensure quota attainment.

Regularly report on team and individual results through meticulous pipeline management and forecasting

Drive exponential growth in partner-client pipeline by cultivating high-trust and strong relationships with decision-makers within our existing partner base

Design and execute solid strategic account plans to align with key partners' growth goals and priorities by expanding relationships and contacts to maximize the growth potential of the partner.

Serve as strategic thought partner and product expert ensuring the team and partners are leveraging Rippling’s new product developments and best practices to get the most out of Rippling’s platform and partner program

Strive for cross-functional excellence and collaboration with Marketing, RevOps, Solution Consulting, Implementation, Partner Success, and Account Management to drive results and ensure a high-level of partner satisfaction

Build and orchestrate with other Rippling Managers across PEO, Global, Spend, & IT to maximize revenue, value, and win rates for Accountant and HR Advisory firm clients

What you will need

5+ years of B2B SaaS sales leadership experience with a proven track record of building and scaling high performance teams

Top performer and leader with a track record of consistently exceeding quota in a high-paced environment

Demonstrated ability in building and scaling teams in the accounting channel

Demonstrated ability in driving expansion revenue in accounting channel within current partner base