Director, Sales Strategy & Operations - Sales Development

Rippling•San Francisco, CA

18h•$177,000 - $295,000

About The Position

Rippling is seeking a Director of Sales Strategy & Operations to lead the team supporting its Sales Development organization. Reporting to the Sr. Director of Sales Strategy & Operations, this role partners with SDR leadership to translate company growth priorities into pipeline plans, capacity decisions, and programs that improve SDR productivity and conversion. The Director owns the SDR Strategy & Operations roadmap and leads managers and analysts across planning, analytics, and operational improvement. In partnership with Sales, Marketing, Finance, and Revenue Operations, the role identifies opportunities to improve pipeline generation, aligns leaders on investments, and drives execution through measurable results. The position requires strong business judgment and analytical ability, including the ability to assess capacity assumptions, investigate funnel performance, develop the team, and advise senior leadership. Rippling values in-office work to foster collaboration and company culture. For office-based employees who live within a defined radius of a Rippling office, working in the office at least three days a week is an essential function under current policy. Compensation includes competitive salary, benefits, and equity. US salary ranges vary by location; specific ranges are not included in the supplied description.

Requirements

At least 7 years of experience in Sales Strategy, Sales Operations, Revenue Operations, or a related field, including direct experience supporting SDR or BDR organizations in a high-growth B2B environment.
At least 2 years of people management experience, with a track record of hiring, coaching, and developing strategy or operations professionals and delivering results through a team.
Demonstrated experience building and scaling SDR planning and operating processes, including capacity planning, coverage design, target setting, and performance management.
Strong hands-on SQL, AI tools, and financial or operational modeling skills, with the ability to investigate complex questions independently, validate assumptions, and translate analysis into business decisions.
Strong working knowledge of Salesforce and the SDR technology ecosystem, including how data, routing, prospecting workflows, and reporting affect representative productivity.
Practical experience applying AI or automation to improve go-to-market workflows.
Deep understanding of the SDR funnel and its connections to Marketing and Sales, with evidence of improving qualified pipeline generation, funnel conversion, or SDR productivity.
Strong judgment and prioritization in fast-moving environments, including the ability to set direction for a team while staying close to important analyses and initiatives.
Proven ability to influence senior leaders and drive cross-functional decisions, communicate recommendations and trade-offs clearly, and carry initiatives through implementation and adoption.

Responsibilities

Partner with SDR leadership and the Sr. Director of Sales Strategy & Operations to improve pipeline generation, SDR productivity, and funnel conversion.
Own SDR strategic and operational planning, translating growth priorities into recommendations for headcount, capacity, coverage, and pipeline targets.
Set the SDR Strategy & Operations roadmap and prioritize initiatives and investments based on potential business impact.
Lead business reviews and executive readouts, diagnose performance against plan, and align leaders on decisions, trade-offs, and corrective actions.
Build and own models connecting SDR hiring, ramp, productivity, and conversion to pipeline generation and the broader revenue plan.
Lead SDR target and quota setting with Sales leadership and Finance, aligning expectations with account opportunity, capacity, and AE coverage.
Define performance metrics and reporting for funnel health, pipeline quality, and productivity across segments, teams, and representatives.
Use hands-on SQL and modeling to identify root causes of performance gaps and translate findings into measurable actions.
Lead cross-functional programs to improve SDR effectiveness, including account prioritization, lead routing, prospecting workflows, and SDR-to-AE handoffs.
Partner with Marketing, Sales, and Revenue Operations to strengthen funnel alignment, establish ownership and service levels, and improve conversion.
Translate business priorities into process and systems requirements, partnering with technical teams to deliver improvements and drive adoption, including practical applications of AI and automation.
Lead SDR planning for new products and sales motions, defining coverage, capacity, workflows, and success measures with relevant go-to-market teams.
Build, manage, and develop a high-performing team of Sales Strategy & Operations managers and analysts, with clear ownership and accountability for outcomes.
Set team priorities and allocate capacity across strategic initiatives and ongoing operational needs, making trade-offs as business priorities evolve.
Set standards for analytical rigor, business judgment, and stakeholder partnership, and provide hands-on guidance on complex work.
Establish scalable ways of working and invest in coaching, feedback, and career development.