# Director, Sales Development

**Company:** [Rippling](https://hotfix.jobs/companies/rippling)
**Location:** San Francisco, CA, New York, NY
**Role:** Sales Enablement
**Salary:** $220k – $235k/yr
**Experience:** 5+ years
**Skills:** Salesforce, Outreach, ZoomInfo, Apollo, AI, Nooks, CRM, Sales Engagement Tools, Analytics Platforms
**Posted:** 2026-05-06

> Leads and scales SDR team to drive pipeline growth through strategy, process optimization, and cross-functional alignment with marketing and sales. Requires 5+ years sales leadership experience, expertise in sales tools like Salesforce and Outreach, and AI for top-of-funnel initiatives.

## Job Description

## Responsibilities

### Leadership & Strategy
- Develop and execute a comprehensive sales development strategy to drive qualified pipeline growth.
- Lead, mentor, and scale a high-performing SDR team (ICs, Managers, Senior Managers), ensuring continuous coaching, training, and professional development.
- Build and foster a high performance culture of accountability and continued growth.
- Take initiative to identify and solve challenges across your team.
- Align SDR strategy with marketing and sales leadership to optimize lead generation and conversion rates.
- Optimize key performance indicators (KPIs) and metrics to track team performance, efficiency, and success.

### Process Optimization & Execution
- Implement 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 workflows and improve efficiency.
- Monitor and refine lead qualification processes to ensure high-quality opportunities for the sales team.
- Work closely with Revenue Operations to analyze performance data and adjust strategies as needed.

### Collaboration & Cross-Functional Alignment
- Partner with Marketing to ensure seamless lead handoff and optimize lead scoring.
- Collaborate with Sales Leadership to optimize pod pairings and handoff gaps.
- Partner with RevOps regularly on: segment analysis, book transitions, forecasting, capacity planning, and reporting.
- Identify and drive enablement strategies with your segment leader to ensure ICs and Managers are building and improving on the skills necessary to get to quota.
- Align with HR on all performance management cases and be able to provide accurate guidance and coaching to managers on best practices.

## Requirements
- 5+ years of experience in leadership positions across sales development, or inside sales, with at least 2 years in 3rd line leadership position.
- Proven track record of scaling and managing SDR teams in a high-growth environment.
- Strong understanding of sales methodologies and lead generation best practices.
- **Expertise in Salesforce, Nooks, Outreach, Zoominfo, Apollo, and AI**.
- Excellent leadership, coaching, and communication skills with the ability to motivate and inspire teams.
- Data-driven mindset with the ability to leverage analytics for decision-making.
- Experience working in SaaS, technology, or B2B industries is preferred.

## Compensation
- Competitive salary + benefits + equity.
- Base/variable split: 70/30.
- Salary aligned with location-based ranges.

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