Senior Manager of Revenue Operations, Territory Operations

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

We are looking for a strategic and collaborative Sr. Manager, Territory Operations Manager to join our Revenue Operations team and lead our Territory Operations function. In this role, you’ll oversee the end-to-end design, execution, and governance of global territory models that support our go-to-market strategy. You will directly manage a team and serve as a cross-functional partner to Sales Leadership, Sales Strategy, Data, and Systems teams.

This is a high-impact role where you'll combine analytical thinking, operational rigor, and team leadership to ensure our coverage models are equitable, scalable, and aligned to market opportunity.

This role will be based in our San Francisco, CA office and will require being in office 3x/week.

What you will do

• Lead, mentor, and develop a high-performing team 
• Own and manage the territory design, segmentation, and account assignment processes for global sales teams (e.g., Strategic, Enterprise, Mid-Market, SMB - across NAMER, EMEA, and APAC).
• Partner with Sales Strategy and GTM leaders to define coverage models and ensure alignment between headcount, capacity, and territory potential.
• Collaborate with Data and RevOps teams to build and maintain scalable account scoring and routing frameworks.
• Drive continuous process improvement and automation around territory workflows using Salesforce and other GTM tools (e.g., Census, Snowflake, Zoominfo, Cognism, Clay).
• Manage account books and territory realignments during planning cycles and in-period changes (e.g., backfills, acquisitions).
• Monitor and resolve territory-related escalations, acting as a key point of contact for Sales and cross-functional partners.
• Ensure data quality and governance for account hierarchies, firmographics, and ownership, in partnership with cross-functional teams such as Marketing Operations, Data, and Growth.
• Contribute to annual and quarterly planning processes including territory sizing and coverage analysis.
• Deliver reporting and insights to support sales leaders in managing territory performance and sales rep productivity.

What you will need

• 8+ years of experience in Revenue Operations, Sales Strategy, or Business Operations in a B2B SaaS environment, including experience managing or mentoring others.
• Proven ability to lead and develop team members, set priorities, and drive cross-functional execution.
• Deep understanding of territory management best practices, including segmentation, account scoring, and coverage models.
• Strong analytical and systems skills; proficiency in Salesforce, Excel/Google Sheets, an intermediate SQL level, and familiarity with visualization tools (Tableau, Looker, etc.).
• Experience with RevOps tech stack (e.g., LeanData, ZoomInfo, Cognism, Snowflake, Census)
• Exceptional attention to detail and a passion for clean, scalable processes.
• Strong communication and stakeholder management skills; able to partner effectively with Sales, Strategy, Data, and Systems teams.
• Comfortable working with autonomy in a high-growth, fast-paced environment with shifting priorities.

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.

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.