Director, Sales Development

About Rippling

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

This role will sit in our San Francisco office hybrid.

We are seeking a strategic and results-driven Director of Sales Development to lead and scale our Sales Development team. This role is responsible for driving pipeline growth, optimizing sales development processes, and collaborating closely with sales, marketing and revenue operations. The ideal candidate will have a strong background in sales development leadership, a passion for coaching and developing talent, and a proven ability to deliver results in a fast-paced, change oriented environment. 

We’re looking for leaders that can come in and optimize our account based strategy to improve efficiencies throughout the sales funnel. We move fast at Rippling, try new things often, and are constantly raising the bar on what we can accomplish. Leaders who thrive here are those that have conviction in their beliefs, are comfortable operating extremely fast, and can balance multiple priorities at any given time.

What you will do

• Execute a comprehensive sales development strategy to drive qualified pipeline growth.
• Collaborate closely with Sales, Marketing, RevOps, and Enablement to align on pipeline targets, campaign execution, training and feedback loops.
• Assist in recruiting, staffing and training to grow and maintain a sales team to ensure predictable territory coverage.
• Lead, mentor, and scale a high-performing SDR team (ICs and Managers), ensuring continuous coaching, training, and professional development.
• Foster a culture of performance, accountability, continuous learning, and collaboration.
• Take initiative to identify and solve challenges across your team. 
• Optimize key performance indicators (KPIs) and metrics to track team performance, efficiency, and success. 

• Execute against 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 processes.

What you will need

• 5+ years of experience in leadership positions across sales development, or inside sales, with at least 2 years in 2nd line leadership position.
• Proven track record of scaling and managing SDR teams in a high-growth environment.
• Strong understanding of sales methodologies (e.g., MEDDIC, Challenger, SPIN Selling) and lead generation best practices.
• Expertise in CRM (Salesforce), sales engagement platforms (Outreach, and analytics tools (tableau).
• Excellent leadership, coaching, and communication skills with the ability to inspire teams.
• Data drive, strategic thinker with the ability to execute tactically and adapt to a rapidly changing environment.
• Strong analytical and problem-solving capabilities.
• 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 accomodations@rippling.com

Rippling highly values having employees working in-office to foster a collaborative work environment and company culture. For office-based employees (employees who live within a defined radius of a Rippling office), Rippling considers working in the office, at least three days a week under current policy, to be an essential function of the employee's role.

This role will receive a competitive salary + benefits + equity. The salary for US-based employees will be aligned with one of the ranges below based on location; see which tier applies to your location here. This team is a 70/30 split for base and variable.

A variety of factors are considered when determining someone’s compensation–including a candidate’s professional background, experience, and location. Final offer amounts may vary from the amounts listed below.

*Commission is not guaranteed