Rippling

What we’d expect selling here to look like

Rippling sells subscription software to businesses, with buyers in HR, finance, IT and the executive team, and a free account and demos as entry points. The product implies a land-and-expand sale: a customer often starts with one area such as HR or payroll, and reps then add IT, finance and global products on the same platform.

What it builds, by career stage

Breaking in

For SDRs, BDRs and those aiming for a first SDR role, the product implies prospecting into HR, finance and operations leaders at growing companies and booking demos, which builds fluency in how businesses hire, pay and equip their people.

Building

For account executives, account managers and those working toward those titles, it implies deals with several stakeholders, where the case rests on replacing overlapping tools, saving admin time and getting cleaner data, followed by expansion into more Rippling products.

Leading

For sales managers, directors and heads of sales, it implies running teams that sell a broad, multi-product platform to different buyers in the same company, where coaching reps on cross-selling HR, IT and finance products matters.

Where it can take you

The experience travels to SaaS sales roles such as account executive, account manager or solutions consultant at HR technology, payroll, finance and spend management, and IT software companies. It also suits moves into partner and channel sales roles that work with accountants, brokers and HR advisors.

Questions worth asking

Considering a sales role at Rippling? Ask these in your interview.

1. Which product do new customers most often start with, and how does the team expand them into IT and finance?
2. Who usually signs off on a Rippling purchase: HR, finance, IT or the founder?
3. How do partners such as accountants, brokers and HR advisors fit into the sales process?