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Rippling is a unified HR, IT, and Finance platform that automates the entire employee lifecycle—from onboarding through offboarding—in a single system. The company has raised $1.4B+ from top-tier investors and was named one of America's best startup employers by Forbes.
As Senior Program Manager, SMB AE Enablement, you will design and execute enablement programs that help Rippling's SMB Account Executives ramp faster, execute more effective sales cycles, and close more deals. You will own the end-to-end lifecycle of your programs: analysis, project management, content development, execution, reinforcement, and measurement.
Key responsibilities include:
**Own SMB AE Enablement Programs**: Develop and manage onboarding, skills development, playbooks, and certifications tailored to the pace and complexity of SMB selling. Build programs that help AEs manage high volumes of opportunities while delivering effective buyer conversations. Reinforce learning through practice, coaching, and manager involvement.
**Partner with Sales Leadership & Cross-Functional Teams**: Work closely with SMB Sales leadership to identify performance gaps and align programs to business objectives. Collaborate with Revenue Operations, Product Marketing, and the broader Revenue Enablement team on cross-functional initiatives and product launches. Equip frontline managers with tools and coaching guidance.
**Facilitate Training & Coaching**: Deliver training on discovery, qualification, business impact, product demonstrations, competitive positioning, objection handling, negotiation, and closing. Help AEs strengthen deal execution, including identifying decision-makers, establishing timelines, and securing clear next steps. Incorporate call reviews, role-plays, and live deal examples.
**Manage Enablement Projects**: Oversee multiple projects with clear scope, stakeholder alignment, and timely execution. Coordinate cross-functional deliverables and adapt programs as business priorities evolve.
**Use Data to Diagnose & Measure Impact**: Analyze sales performance, call recordings, and field feedback to identify improvement opportunities. Measure program adoption and effectiveness against ramp time, stage conversion, win rate, sales cycle length, and quota attainment. Refine programs based on findings.
**Develop Practical Sales Content**: Create onboarding content, playbooks, discovery guides, demo frameworks, objection-handling resources, and job aids. Keep resources current, accessible, and easy for AEs to use in their daily work.
On a typical day, you will review sales calls, analyze performance data, align with sales leaders on priorities, and develop practical training and resources. You'll translate business needs into programs that AEs apply in their day-to-day selling.
**Requirements:**
- At least 3 years of relevant experience in Enablement, Program Management, Product Marketing, Sales Operations, and/or Sales
- Strong understanding of full-cycle B2B SaaS sales (discovery, qualification, demos, deal management, negotiation, closing); experience supporting or selling into SMB customers preferred
- Ability to translate sales performance gaps into practical enablement programs with clear success measures
- Ability to thrive in fast-paced environments, manage shifting priorities, and deliver multiple projects
- Strategic mindset with ability to navigate ambiguity and turn ideas into action
- Strong problem-solving skills and ability to build productive partnerships across teams
- Exceptional communication, presentation, and facilitation skills
- Self-starter mindset with bias toward action and ownership
- Strong operational skills: organizing complex work, streamlining processes, building repeatable workflows
