Director, New Business Sales, IT Cloud

New Business Sales

Rippling IT Cloud is one of the fastest-growing areas of the company, helping businesses manage identity, devices, applications, inventory, security, and employee lifecycle automation from a single AI native platform. This role is responsible for leading a team of Account Executives selling Rippling’s standalone IT products into new customers across SMB, Mid-Market, and Upmarket segments.

Qualifications

• 7+ years of B2B SaaS sales experience, with 3+ years managing quota-carrying sales teams
• Experience managing managers preferred, or demonstrated ability to scale beyond first-line leadership
• Proven track record of building teams that consistently meet or exceed quota
• Ability to coach reps & managers through technical demos, competitive positioning, business case development, and multi-stakeholder sales cycles
• Strong analytical skills and comfort using data to diagnose performance gaps, improve conversion, and drive sales efficiency
• Excellent forecast discipline and experience managing pipeline in Salesforce
• Highly effective communicator with strong executive presence and the ability to build trust across Sales, Product, Marketing, RevOps, Enablement, and leadership
• Hands-on operating style with the ability to inspect details, build process, and move quickly in an ambiguous environment
• High ownership, strong follow-through, and the courage to challenge the status quo when logic and reason require it
• Low ego, high integrity, and genuine enthusiasm for building a category-defining company

Responsibilities

• Lead and scale a high-performing new business sales team focused on Rippling IT Cloud
• Own revenue execution across pipeline generation, discovery, technical demos, deal strategy, forecasting, and close
• Hire, coach, and develop Account Executives & managers who can manage complex sales cycles while navigating technical and strategic buying processes
• Build strong operating rhythms around pipeline inspection, forecast accuracy, deal reviews, rep coaching, and productivity
• Partner closely with Product, SDR, Marketing, Sales Engineering, RevOps, and Enablement to ensure the business is delivering against its most important outcomes
• Develop and reinforce strong competitive positioning against point solutions across MDM, identity, endpoint, compliance, and IT management categories
• Identify gaps in the sales motion and build repeatable playbooks, talk tracks, enablement, and processes to improve execution
• Use data to manage key performance metrics across pipeline creation, stage conversion, win rate, sales cycle, ACV, sales efficiency, and quota attainment
• Operate with an entrepreneurial mindset, solving problems cross-functionally and moving quickly as the business scales