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Business Development Manager - Benefits Marketplace

Rippling· Business Development
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San Francisco, CA$132k - $220kFull-timePosted 3w ago

About the role

Partner Growth Manager within Rippling's Benefits Marketplace team focusing on onboarding, managing, and expanding partner relationships to grow adoption, distribution, and revenue.

Responsibilities

  • Onboard newly signed partners. Coordinate across Rippling and partner teams to translate new partnerships into successful programs, including the GTM, operational, reporting, and enablement work required to get them off the ground.
  • Manage ongoing partner relationships. Serve as a primary day-to-day point of contact for partners, build strong relationships across their organizations, run regular business reviews, and ensure both Rippling and the partner are delivering against shared priorities.
  • Grow partner impact and revenue. Develop and execute growth plans for priority partners focused on metrics such as revenue, customer adoption, attach, pipeline, referrals, and partner-sourced opportunities.
  • Drive GTM with Rippling Sales. Work with Sales, Brokerage, PEO, and other GTM teams to ensure understanding of partner offerings and provide tools, training, and processes to drive adoption.
  • Lead external sales enablement. Build relationships with partner sales and distribution organizations and develop enablement, campaigns, referral motions, and programs to bring Rippling into customer opportunities.
  • Identify new growth opportunities. Use performance data, customer insights, partner feedback, and market opportunities to expand partnerships and distribution.
  • Measure partner performance. Build visibility into revenue, adoption, pipeline, attach, referrals, and other KPIs; diagnose underperformance and prioritize investments.
  • Improve how we operate. Identify friction across referrals, lead routing, handoffs, reporting, and billing; implement improvements across Rippling for easier operation and scale.
  • Scale what works. Turn successful partner programs into repeatable playbooks for broader use across the Benefits Marketplace

Qualifications

  • 5+ years of experience in partnerships, partner management, partner growth, business development, account management, channel partnerships, or a related role.
  • A track record of growing revenue, adoption, pipeline, or usage across existing partnerships or strategic accounts.
  • Strong relationship management skills with external partners and their sales or distribution organizations.
  • Strong commercial instincts and ability to identify actions likely to improve partnership performance.
  • Experience building GTM programs that translate partnerships into customer adoption or revenue.
  • Strong analytical skills and comfort using data to understand performance and opportunities.
  • Strong operational instincts to turn ambiguous opportunities into clear actions, owners, and outcomes.
  • Excellent written and verbal communication skills; ability to influence across functions and levels.
  • Ability to manage multiple partner relationships and growth initiatives in a fast-moving environment.
  • Strong judgment, ownership, and ability to operate independently.
  • Experience in employee benefits, insurance, HR tech, payroll, fintech, or regulated ecosystems is a plus.
  • Experience with insurance carriers, brokers, general agencies, benefits tech, marketplaces, or distribution partners is a plus

Skills

Required:Partnerships, partner management, or related role experienceRevenue growth and performance analysisRelationship management with external partners

Benefits

  • Competitive salary + benefits + equity
  • Office-based environment with emphasis on in-office collaboration (essential function for those living within defined radius)
  • Pay transparency rationale linked to location (US-based tiers)
Last updated Sep 30, 2026. Interested? Apply on the company site.
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About Rippling

#1 Workforce Management System | HR, IT, Finance

Rippling eliminates the friction from running a business, combining HR, IT, and Finance apps on a unified data platform.

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