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 Accountant Channel Sales is experiencing exponential growth, and we are excited to hire the next senior 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 Sales Managers and 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 throughout the country to expand their client base onto Rippling.

The Director, National 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 Sales Managers and Channel Account Executives to meet and exceed sales targets.

This position reports directly to the Vice President of Sales, Accountants & HR Advisory firms.

What you will do

• Partner with the VP of Sales and Sales Directors on executing the strategic vision for the Accountant & HR Advisory channel
• Manage, coach, and scale high performance teams of Channel Sales Managers and their 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
• Lead with accountability, holding Channel Sales Managers and their team of Channel Account Executives for delivering key results aligned with organizational priorities
• Deliver results across multiple impactful projects while demonstrating a high standard of execution
• 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
• Impeccable 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 Directors and 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
• Excellent communication, teamwork, and people management skills
• A strong team player who can thrive in a fast-paced, results-driven environment
• Excellent knowledge of CRM and sales tools (ex: Gong, Outreach, etc) to drive pipeline velocity, forecast accuracy, and key performance metrics

Nice to Haves

• Previous experience leading teams in the HRIS/HCM industry
• Trained & Certified in sales methodologies such as MEDDPICC, Challenger Sales, or other relevant methodologies
• Trained & Certified in coaching and development methodologies such as Situational Leadership or other relevant methodologies
• Key accomplishments including multiple President’s Club winner
  
  
  

Additional Information

Rippling is an equal opportunity employer. We are committed to building a diverse and inclusive workforce and do not discriminate based on race, religion, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sex, gender, gender identity, gender expression, age, sexual orientation, veteran or military status, or any other legally protected characteristics, Rippling is committed to providing reasonable accommodations for candidates with disabilities who need assistance during the hiring process. To request a reasonable accommodation, please email accommodations@rippling.com.

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 defined 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. This team is a 60/40 commission/base split. 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.

*Commission is not guaranteed