Senior Business Development Manager

Rippling is seeking a Senior Business Development Manager to guide and scale its Services Partners program from the San Francisco campus. This onsite role centers on recruiting and managing systems integrator partners, ensuring successful implementations, and shaping complex commercial deals while coordinating with cross-functional teams to drive growth.

Responsibilities

• Identify, onboard, and supervise leading SI partners, securing resources and upholding delivery quality
• Establish a metrics-driven program with regular dashboards and reporting for partners and senior leadership
• Lead escalation management to resolve issues quickly and decisively
• Match customers with the right partners and support end-to-end deal execution
• Structure and negotiate complex commercial agreements with Legal, Finance, and executive leadership
• Assess corporate development opportunities that expand services delivery capacity
• Maintain rigorous follow-up, own open items, set clear deadlines, and ensure nothing drops
• Conduct market research and competitive analysis of the services partner landscape

Requirements

• Bachelor's Degree required
• 8+ years in business development and/or sales at high-growth SaaS companies
• 3+ years direct experience managing services delivery partners (GSIs and large regional SIs)
• Proven track record of proactive, assertive follow-up and accountability
• Experience structuring and negotiating complex commercial partnerships or co-delivery arrangements
• Strong executive presence with the ability to engage senior stakeholders at large SI firms and internally
• First-principles thinker who thrives in ambiguous environments
• Strong negotiation, communication, and organizational skills
• Deep knowledge of SaaS/services business models and the professional services ecosystem

Technologies

• Slack
• Microsoft 365

Benefits

• Competitive salary
• Benefits
• Equity

Nice to have

• MBA or advanced degree
• Direct experience in the HCM / HR Tech / Payroll ecosystem
• Prior experience at or partnering with a Big 4 / GSI firm (Deloitte, Accenture, PwC, etc.)
• Background in implementation or professional services delivery (not just managing partners)
• Experience building a partner program from scratch
• Track record managing partner P&Ls or co-sell / co-delivery revenue targets

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 or 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.

Rippling highly values having employees working in-office to foster a collaborative work environment and company culture. For office-based employees, Rippling considers working in the office, at least three days a week, an essential function of the role under current policy.

This role offers a competitive salary plus benefits and equity. The salary for US-based employees will be aligned with a tier based on location; see which tier applies to your location. A variety of factors are considered when determining compensation, including professional background, experience, and location. The stated pay range for this role is 171,000 to 285,000 USD per year (US Tier 1).