Head of Growth/ Commercial Lead - Rippling PEO - Rippling People Center : Job Details

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.

We prioritize candidate safety. Please be aware that all official communication will only be sent from @Rippling.com addresses.

About the Role

Rippling PEO and its cousin, Rippling ASO, simplify compliance and benefits for small and medium businesses, driving over $400M in health plan premiums and revenue for Rippling. Members get access to big-company benefits and outsourced compliance services to help them recruit top talent and reduce administrative headaches. And because our benefits fees are often lower than small group insurance premiums, companies and their employees usually also save a lot of money.

As these products have grown, the space has become more competitive. We're looking for a smart and ambitious leader to drive all aspects of our commercial growth in this area. Competitively, it's about adapting our offerings to beat the competition, and positioning us appropriately in our marketing communications. Operationally, it's about continued improvement in our services execution. And there are opportunities around the sales, finance, and post-sale support of these services, too. We need a leader who can see the whole picture, and grow the whole business.

The successful candidate will have the analytical rigor and operational skills to understand the PEO market, as well as the creativity and business acumen to think about distribution, marketing, and sales effectiveness. The role reports to our SVP of Global Operations.

What you will do

* Set ARR targets and work with the team to ensure we achieve them. You will work across Product, Sales, Implementation, Support, Account Management, Business Development and Risk to execute the growth strategy for the line of business

* You will be the voice of our most important market segments, ensuring that we continue to evolve our product and service offering to meet their evolving needs and stay one step ahead of the competition.

* You will be a strategic thought partner to Product Leads on the roadmap, making trade offs between new services and features, and prioritizing the most important improvements based on customer feedback

* You will partner with the GTM teams to identify competitive threats, and execute growth initiatives that will lead to step function - not incremental - changes to top line growth.

* You will push Sales to develop go big plans exploring new channels (e.g. accelerators, brokers) and new geos (e.g. Canada) to create new growth vectors for Rippling PEO and Administrative Services.

* You will work with Product, Marketing, and Sales to position the PEO in the marketplace and how we will win. You will ensure that the product roadmap, external messaging, and sales collateral all are aligned behind a winning value proposition for our customers

* You will drive accountability across the PEO team. You will break down ARR goals and translate them into KPI's that are actionable by business partners. You will hold weekly meetings to review progress against KPI's, require commitments to fix areas we are lagging, and follow up to ensure that the action items are completed on time

* You will lead annual and quarterly planning to achieve ARR goals, and ensure that all cross functional partners are aligned on strategy and have advocated for resourcing to execute against their goals

* You will manage the Growth and Risk profile of the PEO business to ensure that we grow sustainably, while maintaining industry-leading medical plan utilization. This will entail: pricing decisions related to market conditions and plan utilization, and setting the incentives for channel partners to drive referral growth

What You Will Need

* Experience: At least 5 years of professional experience. Business school, consulting, and / or previous background in BizOps, Growth, Finance, and Product are a plus. Experience working within or with benefits brokers, incorporation service providers, or accountants is a plus.

* The ability to think from first principles. The insurance industry has been around for, uh, awhile. And many of the ways business is conducted are outmoded. The successful candidate will go back to basics and ask, why is it done this way? Then, they'll work within the unique constraints of the Rippling environment to devise novel approaches. We are not very interested in the default answers.

* A scrappy, can-do attitude. This role spans the strategic to the tactical. Over time, the team will grow, but you'll need to roll up your sleeves to get things from zero to one.

* Familiarity with relevant compliance obligations. The successful candidate will have an understanding of what's fair game in insurance sales and marketing, and what's not. They will have an on-the-spot ability to identify potential compliance issues, and the confidence and communication style to flag those issues immediately.

* You are strong in both your quantitative and qualitative capabilities. You can align a business plan and product roadmap with financial goals, and break down those goals into metrics other teams understand

* You have a bias for action and are not in an ivory tower. You translate goals and problems the business is facing into tangible action items, with clear delivery dates, that the team can execute against

* Exceptional organizational skills. Great written and verbal communicator. Comfortable working in highly cross functional environments

* Alignment with our leadership principles, but in particular Push the Limits of Possible and Challenge Each other. A critical part of your role will be relentlessly driving urgency and accountability. You are comfortable saying the truth even when it's inconvenient

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 [email protected]

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.

#li-hybrid