Head of Growth/ Commercial Lead - Rippling PEO

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 re