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Senior Segment GTM Manager



San Francisco, CA, USA
Posted on Thursday, December 21, 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
Scaling to $1B ARR and beyond means we need to build a go-to-market engine that drives growth across dozens of product SKUs, sales segments, buyer personas, and countries.
That’s where you come in.
As the GTM Manager, Mid-Market, you’ll orchestrate the go-to-market for our mid-market segment. You will gather and analyze market intelligence to ensure we tell the right stories, so our sales team can win.
This role is highly cross-functional. You will work closely with Rippling’s Sales teams, the rest of our Marketing machine, and our product organization. We’d love to talk to you if you have a strong GM mindset, are a good storyteller, and obsess about customers.
Our GTM team sits within the marketing org. It’s based in our San Francisco office.
What you will do
  • Manage your focus area like a GM with a focus on how to improve metrics like awareness, attach rate, win rate, adoption, and customer retention.
  • Conduct deep customer research and synthesize insights about our products, target audiences, and personas
  • Develop GTM fundamentals, including messaging, positioning, and more, grounded on a strategic understanding of what will have the biggest impact on our win rates
  • Own the messaging & positioning for your segment, as well as all of the personas and buyers within our ICP
  • Educate our sales teams and create sales tools / collateral to help them win.
  • Be the in-house expert (buyers, influencers, competitors, industry, etc.) on your sales segment.
  • Be a spokesperson, evangelist, and thought leader with analysts, customers, and partners.
What you will need
  • 5+ years of experience in product marketing, product, general management, business operations, or consulting
  • Proven ability to translate customer insights and sales needs into GTM fundamentals - customer segmentation, messaging, sales collateral, and more.
  • You are a self-starter with a bias towards action who is able to manage multiple, competing priorities in a fast-paced environment.
  • You are results-oriented and rely on evidence, willing to dive into details and data independently
  • Superb cross-functional collaboration and project management skills. From Day 1, you’ll need to align stakeholders across multiple teams—many of which may have competing priorities.
  • Outstanding written and verbal communication skills. While we won’t expect you to fine-tune marketing copy, you need to be able to clearly tell a story without resorting to corporate jargon.
  • You sweat the details - small and big, alike.
  • A creative spark. While analytical chops are critical to your success, we also pride ourselves on being able to think outside the box.
Additional Information

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.

This role will receive a competitive salary + benefits + equity. The salary for US-based employees will be aligned with one of the ranges below based on location; see which tier applies to your location here.

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 below.