Manager, Sales Development

Rippling; San Francisco (CA); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Equity

Competitive salary + benefits

Job summary

Rippling is hiring an SDR Manager in San Francisco with hybrid work—in-office three days per week. You will coach an outbound team of 6–10 reps, build and optimize the funnel, and drive revenue targets while collaborating with marketing and sales partners.

The role emphasizes internal leadership, talent development, and strategic execution to advance reps into higher roles. You’ll manage top talent, hire strategically, and deliver cross-functional feedback to improve performance.

Qualifications

• 2+ years in an SDR organization and 1+ years in SDR leadership.
• Experience building an outbound program with multi-channel approaches.
• Proficient with SDR tech stack and data-driven coaching.
• Ability to hire, onboard, and train across time zones.

Responsibilities

• Lead a 6–10 rep outbound team focused on expansion.
• Coach reps to handle objections and book demos.
• Drive KPI SLA performance and daily targets.
• Hire top talent for the SDR organization.
• Translate business needs into cross-functional feedback.

Skills

SDR leadership

Pipeline development

Coaching

Data-driven decisions

People development

Tools

Outreach

Salesloft

Mixmax

Salesforce

LinkedIn Sales Navigator

ZoomInfo

Lusha

LeadIQ

SalesIntel

Gong/Chorus

Guru/Highspot

Job description

About the role

This role will sit in the San Francisco office hybrid (3x per week).

At Rippling, Sales Development is the driving force behind two main functions: pipeline creation and career development. We execute with a high level of urgency to partner with marketing and our sales partners to drive demand and create new business opportunities. Simultaneously we double down on the development of our people; creating career paths that allow reps to move through the SDR org and into more strategic roles that align with their future career aspirations.

As an SDR Manager, you’re focused on coaching and developing your regional reps. Building pipeline, managing processes, and focusing on per rep production is vital. This Manager will be overseeing an entire Outbound team that is focused on expansion, which generally consists of 6-10 reps. Our overall org is specialized in IB, OB, and Special Projects that allow managers to be very strategic with the type of funnel they’re managing.

We're bullish on the SDR function being the third pillar within the GTM function. An age old tale of whether SDR should report to Marketing or Sales allows for a new opportunity at Rippling. Not to mention the chance to develop your people, promote from within and lead an upper echelon organization.

What you will do

• Top of funnel leader that can execute on business needs.
• Able to leverage data to ensure that SLA’s and KPI’s are hit daily.
• Working side by side with your reps and coaching them how to handle objections and pitch Rippling in order to book demos with prospects.
• Motivates your reps to learn and grow daily preparing them for their next sales role.
• Strong leader that owns a specific function and is able to translate the needs of the business throughout their org.
• Heavily involved in hiring top talent for the SDR organization
• Displaying cross functional empathy and able to deliver high level and tactical feedback across the orgs.
• Consistently drive the business to achieve and exceed revenue targets

What you will need

• 2+ years in an SDR Organization and 1+ years in SDR Leadership
• Proficiency in SDR Tech Stack: Outreach, Salesloft, Mixmax,Salesforce, LI Sales Navigator, Zoominfo, Lusha, LeadIQ, SalesIntel,Gong/Chorus, Guru/Highspot
• Experience in Enterprise SaaS with multi product selling distribution
• Experience building an Outbound program or executing an outbound strategy that involves multichannel approaches tracked heavily by input/output metrics
• Excellent abilities to manage at the ground level while also able to zoom out and define and execute on broader business initiatives.
• Ability to hire, onboard, ramp and train remotely working multiple timezones
• A deep understanding of scaling orgs in fast-paced environments
• Experience in change management

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 [e-mail].

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 split for this team is 70/30. 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.

*Commission is not guaranteed