Director, Sales Development

Responsibilities

• Design and implement a comprehensive sales development strategy to grow qualified pipeline.
• Lead, mentor, and scale a high performing SDR team across ICs, Managers, and Senior Managers with ongoing coaching and development.
• Cultivate a high performance culture grounded in accountability and continuous growth.
• Proactively identify and address challenges across the SDR team.
• Coordinate SDR strategy with marketing and sales leadership to optimize lead generation and conversion rates.
• Refine KPIs and metrics to measure performance, efficiency, and success.
• Establish best practices for outbound prospecting, including call scripts, email sequences, and social selling.
• Utilize sales technologies such as CRM, sales engagement tools, and analytics platforms to streamline SDR workflows.
• Monitor and improve lead qualification processes to ensure high quality opportunities for the sales team.
• Collaborate with Revenue Operations to analyze performance data and adjust strategies as needed.
• Partner with Marketing to ensure smooth lead handoff and effective lead scoring.
• Work with Sales Leadership to optimize pod pairings and minimize handoff gaps.
• Engage with RevOps on segment analysis, book transitions, forecasting, capacity planning, and reporting.
• Identify enablement initiatives with segment leadership to build quota attainment capabilities for ICs and Managers.
• Coordinate with HR on performance management and provide guidance and coaching to managers on best practices.

Requirements

• 5+ years in leadership roles within sales development or inside sales, including at least 2 years in a third line leadership position.
• A proven track record of scaling and managing SDR teams in a high growth environment.
• Strong knowledge of sales methodologies and lead generation best practices.
• Expertise with Salesforce, Nooks, Outreach, Zoominfo, Apollo, and AI tools.
• Excellent leadership, coaching, and communication skills with the ability to motivate teams.
• Data driven mindset with the ability to leverage analytics for decision making.
• Experience in SaaS, technology, or B2B industries is preferred.

Technologies

• Salesforce
• Nooks
• Outreach
• ZoomInfo
• Apollo
• AI

Benefits

• Competitive salary
• Equity
• Benefits

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 provides reasonable accommodations where needed.
• Rippling values in office collaboration and considers working in the office, at least three days a week for eligible employees living within a defined radius, to be an essential function of the role.
• The pay range for this role is 225,000 - 235,000 USD per year for in office OTE and 220,000 - 230,000 USD per year for remote OTE. A base/variable split of 70/30 applies.
• Compensation is determined by multiple factors including professional background, experience, and location. Final offers may vary from the listed ranges.
• Commission is not guaranteed.

Location: New York, NY (remote)

Salary range: USD 225,000 – 235,000 per year (in-office OTE); USD 220,000 – 230,000 per year (remote OTE)