Senior Manager, Sales Development

Rippling; San Francisco (CA); On-site; USD 180,000 - 240,000; Full time

Job summary

Rippling in San Francisco is seeking a Senior Manager, Sales Development to coach and develop managers, scale the SDR culture, and build repeatable prospecting processes for inbound and outbound teams.

You will partner with Sales, Marketing, and RevOps to drive pipeline, optimize KPIs, and lead interview panels while shaping career paths for reps moving into strategic roles.

Qualifications

• 4+ years in sales development leadership, incl. 2+ years managing managers.
• Proven scaling of SDR teams in high-growth environments.
• Strong knowledge of MEDDIC, Challenger, SPIN.

Responsibilities

• Lead and support the SDR team to goals, objectives, and quota achievement.
• Cultivate a high-performance culture with accountability and ongoing growth.
• Monitor KPIs and metrics to track team performance and efficiency.
• Identify gaps and address challenges within the team.
• Take ownership of business projects and initiatives.

Skills

SDR leadership

Coaching

KPI optimization

Salesforce

Outreach

Tableau

MEDDIC

Challenger

Tools

Salesforce

Outreach

Tableau

Job description

About the role

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 a Senior Manager, you’re focused on coaching and developing your managers, building a world class prospecting culture and creating repeatable processes that elevate our business. Your organization will be a mixture of Inbound and Outbound teams, and you will partner with world class Sales & Marketing business partners.

What you will do

• Lead and support the SDR team to goals, objectives, and quota achievement
• Cultivate a high-performance culture that emphasizes accountability and ongoing growth.
• Optimize key performance indicators (KPIs) and metrics to monitor team performance, efficiency, and success.
• Proactively identify and address gaps and challenges within the team
• Take ownership of and action on business projects and initiatives
• Monitor and maintain a healthy partnership with Sales Leadership, RevOps, Marketing and Talent
• Partake in building the team and being a part of interview panels and feedback

What you will need

• 4+ years of experience in sales development or inside sales leadership roles, with at least 2 years experience managing managers
• Proven track record of scaling and managing SDR teams in a high-growth environment
• Strong understanding of sales methodologies (e.g., MEDDIC, Challenger, SPIN Selling) and lead generation best practices
• Expertise in CRM (Salesforce), sales engagement platforms (like Outreach), and analytics tools (such as Tableau)
• Excellent leadership, coaching, and communication skills with the ability to inspire teams
• Data-driven mindset with the ability to leverage analytics for decision-making
• Experience in SaaS, technology, or B2B industries is preferred
• Nice to have: Background in HR/HR Technology

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]

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.