Director, Sales Development
About this position 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 $1.4B 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 We are seeking a highly motivated and strategic Director of Sales Development to lead and scale our Sales Development Representative (SDR) team. This role is responsible for driving pipeline growth, optimizing sales development processes, and ensuring alignment between marketing, sales, and revenue operations. The ideal candidate is a data‑driven leader who masterfully leverages AI to improve top‑of‑funnel initiatives and day‑to‑day workflows for SDRs, partnership with AEs, and overall execution on how to improve our GTM strategy. A proven track record of building high‑performing sales development teams and delivering measurable results as a senior leader in a fast‑paced environment is required. As the Director of Sales Development, you will own, design, and build the function that fuels Rippling’s future growth in the Mid‑Market and Enterprise spaces. You will optimize our account‑based strategy to improve efficiencies throughout the sales funnel and partner with marketing and sales to create revenue velocity. What you will do Leadership & Strategy Develop and execute a comprehensive sales development strategy to drive qualified pipeline growth. Lead, mentor, and scale a high‑performing SDR team (ICs, Managers, Senior Managers), ensuring continuous coaching, training, and professional development. Build and foster a high‑performance culture of accountability and continuous growth. Identify and solve challenges across your team. Align SDR strategy with marketing and sales leadership to optimize lead generation and conversion rates. Optimize key performance indicators (KPIs) and metrics to track team performance, efficiency, and success. Process Optimization & Execution Implement best practices for outbound prospecting, including call scripts, email sequences, and social selling strategies. Leverage sales technologies (CRM, sales engagement tools, analytics platforms) to optimize SDR workflows and improve efficiency. Monitor and refine lead qualification processes to ensure high‑quality opportunities for the sales team. Work closely with Revenue Operations to analyze performance data and adjust strategies as needed. Collaboration & Cross‑Functional Alignment Partner with Marketing to ensure seamless lead handoff and optimize lead scoring. Collaborate with Sales Leadership to optimize pod pairings and handoff gaps. Partner with RevOps on segment analysis, book transitions, forecasting, capacity planning, and reporting. Identify and drive enablement strategies with your segment leader to ensure ICs and Managers build and improve the skills necessary to reach quota. Align with HR on all performance management cases and provide coaching on best practices. What you will need 5 years of leadership experience in sales development or inside sales, with at least 2 years in a 3rd‑line leadership position. Proven track record of scaling and managing SDR teams in a high‑growth environment. Strong understanding of sales methodologies and lead‑generation best practices. Expertise in Salesforce, Nooks, Outreach, Zoominfo, Apollo, and AI. Excellent leadership, coaching, and communication skills with the ability to motivate and inspire teams. Data‑driven mindset with the ability to leverage analytics for decision‑making. Experience working in SaaS, technology, or B2B industries is preferred. Additional Information Rippling is an equal‑opportunity employer. We are committed to building a diverse and inclusive workforce and do not discriminate based on race, religion, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sex, gender, gender identity, gender expression, age, sexual orientation, veteran or military status, or any other legally protected characteristics. Rippling is committed to providing reasonable accommodations for candidates with disabilities who need assistance during the hiring process. To request a reasonable accommodation, please email [email protected]. Rippling highly values having employees working in‑office to foster a collaborative environment and company culture. For office‑based employees (those who live within a defined radius of a Rippling office), working in the office at least three days a week is considered an essential function of the role. Salary & Compensation This role will receive a competitive salary, benefits, and equity. The base/variable split for this team is 70/30. The salary for US‑based employees will be aligned with the geographic location tier. Final offer amounts may vary. *Commission is not guaranteed. Pay Range for this role In‑Office OTE: 225,000 – 235,000 USD per year Remote OTE: 220,000 – 230,000 USD per year J-18808-Ljbffr
