Director - Sales Development (outbound, Us Smb)

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 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 addresses About the role As our Director Outbound Sales Development you will be the driving force behind Rippling s proprietary pipeline generation engine You will lead coach and scale a team of high-performing Outbound SDR Managers and Outbound SDRs focusing relentlessly on competitive execution and maximizing qualified pipeline sourced through strategic cold outreach Your leadership will directly impact the acceleration of the entire sales cycle ensuring that our Account Executives AEs have a consistent and high-quality flow of opportunities to crush revenue goals This position reports into the VP Sales India Note 1 This role is requires you to work in Eastern Standard Timezone EST 2 This is a hybrid role requiring to work from office 3 days a week Mon Tue Thur What you will do Strategy Execution This role requires a leader who is comfortable owning the entire top-of-funnel outbound strategy and optimizing conversion metrics at every stage 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 Own Outbound Pipeline Generation Define and execute a comprehensive outbound strategy to achieve and exceed all monthly Sales Qualified Lead SQL and pipeline generation targets Drive Competitive Positioning Implement training and processes that enable SDRs to effectively pitch against market incumbents e g ADP Paychex Gusto focusing on differentiating Rippling s integrated platform value Optimize Outbound Cadences Continuously review cold calls outbound emails and optimize sequences talk tracks and social selling strategies to maximize connection rates and demo conversions from cold leads Forecasting Reporting Accurately forecast outbound-sourced pipeline contribution providing clear data-driven reporting on team and individual performance conversion rates and pipeline health e g lead velocity rate Territory Account Strategy Collaborate with Sales leadership to define optimal territory carving account assignment and Account-Based Sales strategies to ensure maximum market coverage and lead quality for the AE teams Assist in recruiting staffing and training to grow and maintain a sales team to ensure predictable territory coverage What you will need Leadership Coaching Scale Coaching Expertise Manage coach hire and scale a team of O-SDR Managers providing continuous development focused on foundational sales skills active listening objection handling discovery Performance Culture Instill a high-performance culture defined by competitive stamina consistency and discipline in daily prospecting activities calls emails social outreach Cross-Functional Alignment Serve as the key liaison between the Outbound SDR team Sales Enablement and Marketing to ensure content and messaging are leveraged effectively in the market Technology Mastery Expertly leverage sales engagement platforms e g Outreach Salesloft CRM Salesforce and analytics tools to enforce best practices and identify coaching opportunities Qualifications 5 years of experience in Sales Development leadership roles with at least 2 years in a 2nd-line leadership position managing SDR Managers Proven track record of scaling and consistently hitting outbound pipeline targets in a B2B SaaS environment known for high velocity and high growth Expertise in Outbound methodologies including cold calling strategies advanced sequencing and objection handling for early-stage conversations Deep understanding of competitive sales motions and the ability to train teams to successfully pitch against established market incumbents Resourceful data-driven leader with the ability to build and enforce repeatable processes Strong communication skills with a proven ability to lead and motivate teams 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