Building a New Sales Strategy: Rippling's Successful Approach

Name: Building a New Sales Strategy: Rippling's Successful Approach
Uploaded: 2024-11-02T12:03:33+00:00
Duration: 44 s
Channel: Jason M. Lemkin
Description: Rippling created a new product account executive role to handle sales of complex products. The company split its sales team into three groups: new-logo…

2 Nov 2024 · 1 min

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Rippling created a new product account executive role to handle sales of complex products. The company split its sales team into three groups: new-logo reps, account managers, and product AEs who co-sell specialized deals. This structure let them iterate faster and manage product-specific demands better.

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We were just getting our butts kicked. Like it wasn't, we were just like, this doesn't, like we, we couldn't iterate fast enough. We couldn't keep up with the collateral, all these things that were just breaking. And so we decided at that moment, we need to build what we launched, which is basically our product account executive org. And the easiest way to visualize and describe it is there's 3 teams that sell stuff at Rippling. There's the core new logo rep who touches every single new logo on the way in the door. There's the account management team who owns every single customer post-sale. So those are like mutually exclusive. And then there's a product AE or that like straddles the middle, right? That for some products, the new logo rep just closes them on their own. And for some products, the new logo rep tags in the product AE to like co-sell a deal together.