Director, Sales Development
Overview
Rippling provides a unified platform for businesses to manage HR, IT, and Finance functions. Key features include streamlined onboarding processes, enabling companies to handle various aspects of the employee lifecycle efficiently.
Company Information
Headquartered in San Francisco, CA, Rippling has raised significant funding from prominent investors and has been recognized as one of America's best startup employers by Forbes.
Job Summary
We are seeking a Director of Sales Development to lead and scale our Sales Development Representative (SDR) team. This role involves driving pipeline growth, optimizing sales development processes, and ensuring alignment with marketing and revenue operations.
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.
- Identify and solve challenges across the team and align SDR strategy with marketing and sales leadership.
- 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.
- Align with HR on all performance management cases and 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.
- Experience working in SaaS, technology, or B2B industries is preferred.
Qualifications
- Experience in SaaS, technology, or B2B industries is preferred.
Benefits
Rippling offers a competitive salary, benefits, and equity package. The base/variable split for this team is 70/30. The salary for US-based employees will be aligned with one of the ranges below based on location.
Pay
The pay range for this role is: 225,000 - 235,000 USD per year (In-Office OTE) and 220,000 - 230,000 USD per year (Remote OTE).
Schedule
This role requires working in-office at least three days a week, depending on the location.