Director, New Business Sales
258k – 430kChicago, ILNew York, NYSan Francisco, CAAccount ExecutiveHybrid7+ YOE
Summary
Lead and scale a new business sales team selling Rippling IT Cloud products. Drive pipeline, forecasting, coaching, and execution across SMB to upmarket segments.
About the role
What you will do
- Lead and scale a high-performing new business sales team focused on Rippling IT Cloud
- Own revenue execution across pipeline generation, discovery, technical demos, deal strategy, forecasting, and close
- Hire, coach, and develop Account Executives & managers who can manage complex sales cycles while navigating technical and strategic buying processes
- Build strong operating rhythms around pipeline inspection, forecast accuracy, deal reviews, rep coaching, and productivity
- Partner closely with Product, SDR, Marketing, Sales Engineering, RevOps, and Enablement to ensure the business is delivering against its most important outcomes
- Develop and reinforce strong competitive positioning against point solutions across MDM, identity, endpoint, compliance, and IT management categories
- Identify gaps in the sales motion and build repeatable playbooks, talk tracks, enablement, and processes to improve execution
- Use data to manage key performance metrics across pipeline creation, stage conversion, win rate, sales cycle, ACV, sales efficiency, and quota attainment
- Operate with an entrepreneurial mindset, solving problems cross-functionally and moving quickly as the business scales
What you will need
- 7+ years of B2B SaaS sales experience, with 3+ years managing quota-carrying sales teams
- Experience managing managers preferred, or demonstrated ability to scale beyond first-line leadership
- Proven track record of building teams that consistently meet or exceed quota
- Ability to coach reps & managers through technical demos, competitive positioning, business case development, and multi-stakeholder sales cycles
- Strong analytical skills and comfort using data to diagnose performance gaps, improve conversion, and drive sales efficiency
- Excellent forecast discipline and experience managing pipeline in Salesforce
- Highly effective communicator with strong executive presence and the ability to build trust across Sales, Product, Marketing, RevOps, Enablement, and leadership
- Hands-on operating style with the ability to inspect details, build process, and move quickly in an ambiguous environment
- High ownership, strong follow-through, and the courage to challenge the status quo when logic and reason require it
- Low ego, high integrity, and genuine enthusiasm for building a category-defining company
Skills
B2B SaaS salesSalesforcePipeline managementForecastingDeal strategyTechnical demosCompetitive positioningSales coachingQuota attainmentRevenue execution
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