Director, Sales Development

Job Summary

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.

Key Responsibilities

• 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 continued growth.
• Take initiative to 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.
• 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.
• 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 regularly on: segment analysis, book transitions, forecasting, capacity planning, and reporting.
• Identify and drive enablement strategies with your segment leader to ensure ICs and Managers are building and improving on the skills necessary to get to quota.
• Align with HR on all performance management cases and be able to provide accurate guidance and coaching to managers on best practices.

Requirements

• 5+ years of experience in leadership positions across sales development, or inside sales, with at least 2 years in 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.

Preferred Qualifications

• Experience working in SaaS, technology, or B2B industries is preferred.

Company Overview

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.

For example, take onboarding. 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.

Founded 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.