Director of Sales, AI & Data Cloud

Rippling•Austin, TX

18d

About The Position

Rippling is seeking a pragmatic, strategic, and technically fluent sales leader to lead Sales for its Data Cloud business. Rippling Data Cloud brings workforce, HR, IT, finance, and operational data together in a unified model that supports reporting, analytics, automation, and AI-native workflows. It enables businesses to access, understand, and act on employee and business data from a single platform rather than reconciling disconnected systems. The Director will lead a team of Account Executives and Managers selling Data Cloud products to new customers across SMB, Mid-Market, and Enterprise segments. The role combines team leadership, revenue execution, technical sales coaching, operational discipline, and development of a repeatable sales motion in a high-growth environment. The leader will work cross-functionally to strengthen product positioning, improve sales processes, and deliver business outcomes.

Requirements

7+ years of B2B SaaS sales experience, including 3+ years managing quota-carrying sales teams.
Proven track record of building teams that consistently meet or exceed quota.
Ability to coach reps and managers through technical discovery, data-centric use cases, 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.
Excellent communication skills, executive presence, and ability to build trust across Sales, Product, Data, Marketing, RevOps, Enablement, and leadership.
Ability to translate technical product capabilities into clear business value for executive, operations, finance, HR, IT, and data stakeholders.
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 willingness to challenge the status quo when logic and reason require it.
Low ego, high integrity, and genuine enthusiasm for building a category-defining company.

Nice To Haves

Experience selling or leading teams in data, analytics, business intelligence, automation, AI, platform, infrastructure, or complex SaaS products.
Experience managing managers, or demonstrated ability to scale beyond first-line leadership.

Responsibilities

Lead and scale a high-performing sales team focused on Rippling Data Cloud.
Own revenue execution across pipeline generation, discovery, technical demos, deal strategy, forecasting, and closing.
Hire, coach, and develop Account Executives and managers who can manage complex sales cycles and technical, analytical, and strategic buying processes.
Establish operating rhythms for pipeline inspection, forecast accuracy, deal reviews, rep coaching, and productivity.
Partner with Product, Data, Sales Engineering, Marketing, SDR, RevOps, Enablement, and leadership to deliver key business outcomes.
Develop and reinforce positioning for Data Cloud as a platform for unified workforce data, analytics, reporting, automation, and AI-driven decision-making.
Coach teams to connect technical product capabilities to executive-level outcomes, including data accuracy, operational visibility, workflow automation, and faster decision-making.
Identify gaps in the sales motion and create repeatable playbooks, talk tracks, enablement, and processes.
Use data to manage performance metrics, including pipeline creation, stage conversion, win rate, sales cycle, ACV, sales efficiency, and quota attainment.
Build cross-functional feedback loops to inform Product and GTM teams about buyer needs, competitive dynamics, packaging opportunities, and repeatable use cases.
Operate entrepreneurially, solving problems cross-functionally and moving quickly as the business scales.