Senior Customer Revenue Strategy & Operations Manager

About the role

Rippling is hiring for a Customer Revenue Strategy & Operations Senior Manager to manage critical customer sales strategy, operations and reporting capabilities for our account management organization ("AM"). This role will support the full design of Rippling's Customer Territory Operations strategy and will monitor and report on execution to that strategy.

This year we are hiring and expanding the AM team into international markets which come with a host of new challenges and opportunities to deliver innovative Territory Operations programs and execution for the Organization. This role will partner closely with senior leadership to build strategic business plans for the business. They will work to operationalize these plans throughout the year.

They will own the build of critical business reporting and present on several cadences (weekly ad-hoc, monthly via the MBR, quarterly via strategy memo production). In this role, you'll collaborate closely with leadership across interconnected parts of the business (sales, marketing, customer experience) and be expected to cross-functionally partner with teams to manage business performance and surface key insights.

Additionally, you will broadly support a wide-range of post-sales operations including using AI to optimize book building through SQL skills and deep data analyses and enhance customer data integrity within our Salesforce instance. Your cross functional partners will focus on the technical account management ("TAM") organization.

This is a very exciting position located at the cross-section of several fast-paced and high-performing teams.

The ideal candidate will have worked in fast-paced environments before, ideally at a multi-product SaaS company and will have made a measurable impact to the sales organization. You should also be comfortable tackling ambiguous and challenging problems and working independently as well as part of a team. This is an opportunity to work on high-visibility strategic initiatives in a rapidly growing sales organization.

This role will be based in our San Francisco, CA office and will require being in office 3x/week.

What you'll do

• Business Partner and Team Player: Act as a business partner for Sales & GTM leadership. You will be a strategic thought partner and responsible for the operational cadence of the business. Coordinate with revenue operations teammates on systems and process improvements for the sales organization. Partner cross-functionally on key components of our annual planning process including modeling and target setting.
• Operational Management: Operates at the intersection of 30,000+ worldwide customers who are managed by Account Managers and Technical Account Managers who work within our SFDC instance. Design and implement more efficient and optimized ways to route customers, build books, and launch new markets. Build new data capture strategies to improve operational efficiency. Oversee existing data operations and get hands-on with instrumenting, improving and optimizing Salesforce workflows.
• Strategic and Operational Planning: Own territory modeling for customer facing organizations. Lead building of detailed strategic and operational plans. Ensure model keeps pace with the evolution of the business. Support team in developing a more robust understanding of the business. Support operationalization of plans.
• Customer Logo Forecasting: Own customer logo forecasting processes. Lead/support weekly calls. Oversee forecasting performance and accuracy and increase both over time. Improve process over time and develop new ways to analyze the business.
• Reporting: Own monthly MBR reporting. Build, manage and share materials to executive leadership. Surface insights to leadership that are both quantified and actionable. Maintain deep knowledge of the business to ensure reporting accurately reflects state of the business as we continue to scale. Design and build analytics to measure KPIs.
• Ad-hoc analysis and special projects: Develop a deep understanding of the entire customer business at Rippling to inform your ability to provide ad hoc analysis support. Leverage data to surface key insights about the business and provide thoughtful, logical, sound recommendations to leadership.

Qualifications

• 4-7+ years of work experience in Consulting, Finance, Sales Operations, Sales Strategy, Sales Analytics or other related fields
• Requires SQL and BI experience; Salesforce experience is a nice to have
• Proactive, self-starter with direct experience driving projects that deliver measurable impact to GTM teams
• Able to work with a high degree of autonomy in a fast-moving startup or a hyper growth environment
• Strong analytical, modeling, and conceptual problem-solving skills
• Excellent Excel and financial modeling skills
• Excellent communication skills (written, verbal)
• Experience driving cross-functional initiatives with speed and efficiency
• Excellent cross-functional stakeholder management
• Strong Microsoft Excel / Google G-Sheets skills, familiarity with BI Tools (Tableau, Mode)

Pay and benefits

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 above.