Account Manager, SMBSalesSydney, Australia

Current Openings Account Manager, SMB Account Manager, SMB 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 $1.85B 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. We prioritise candidate safety. Please be aware that all official communication will only be sent from @Rippling.com addresses. About the role  As the solo SMB Account Manager in APAC, this is an exciting opportunity to be part of Rippling’s International Account Management team! We’re looking for a self-driven, growth minded account manager with a proven track record of success to join our Sydney based team. As an account manager at Rippling, you are the CEO of your book of business.  As the primary relationship owner, you will lead initiatives in your book to meet company objectives for customer adoption, retention, and revenue growth across Rippling’s suite of back-office HR, IT and Finance products and solutions. Account managers in our SMB segment own revenue retention and growth of one of our fastest growing customer segments.  If a sales-driven Account Manager role in an extremely fast-paced environment ignites your excitement, you’re in the right place. What you will do Proactively engage customers in your book via key lifecycle events: “go live”, benefits renewal, executive business reviews, contract renewal, etc. Consult with clients to understand their HR, IT, Finance, and global workforce management needs through a solutions and value based approach Navigate a strategic sales process by building relationships with multiple external and internal stakeholders through remote and in-person meetings Negotiate and coordinate customer procurement and contract execution as part of managing the broader customer relationship Build and manage a pipeline of new subscription cross-sales, product upgrades, and contract renewals to monthly targets Develop and demonstrate a broad knowledge of current and new Rippling products via executing customer adoption playbooks and prospecting Run scaled outbound prospecting motions across a large book of existing customers Prioritise your book of business, including which customers require a high touch approach and which you will manage in a scaled motion Partner with cross-functional product, sales, support, and customer operations teams to ensure customer success and secure long-term commitments, directly influence Rippling’s product roadmap, and increase operational efficiency Take an entrepreneurial approach to the role by being a proactive and strategic partner to customers, tailoring your approach to maximise Rippling product adoption based on each customer’s unique business operations What you will need 3+ years of SaaS experience in account management, sales, or quota-carrying customer success Track record of consistently meeting and exceeding quota via new product sales and upgrades (license expansion sales are not likely relevant) Competitive and creative drive to win over customers and think outside the box to get a deal done Demonstrated ability to run a consultative discovery and demo meeting, and run a structured sales process Proven success building and maintaining long term commercial relationships Highly effective communicator with good people instincts – able to build trust and work well with a diverse grou ... (truncated, view full listing at source)