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Ripple is seeking a Director of Global SDR Operations to lead a distributed team of six Sales Development Representatives across New York, São Paulo, London, Dubai, and Singapore. This is a player-coach role reporting to the GTM Strategy and Operations leader, with dotted-line relationships to regional Managing Directors.
You will own the SDR team's dual-motion strategy: outbound prospecting and fast follow-up on marketing-sourced leads. Key responsibilities include building and coaching a high-performing global team, developing individualized talent plans, designing structured onboarding frameworks that account for regional variation, and conducting regular call reviews and message audits to raise quality standards. You'll establish SQL/SQO criteria with Sales leadership, own the opportunity handoff process, and ensure clean transitions to sales.
On the strategy side, you'll drive territory carving and ICP/TAM targeting in partnership with Growth Marketing and Product Marketing, ensuring SDR outreach aligns with highest-value segments. You'll build and refine outbound and inbound playbooks, messaging, and cadences tailored to each region's dynamics.
Operationally, you'll own the Global SDR Playbook, harmonizing regional processes around onboarding, training, and standards. You'll lead the SDR tool stack strategy—evaluating, selecting, implementing, and optimizing platforms including Outreach, LinkedIn Sales Navigator, Lusha, ZoomInfo, and AI-powered prospecting tools. You'll design workflows for efficiency, define and track KPIs, conduct win/loss analysis, and forecast pipeline contribution accurately.
Cross-functional partnership is critical: you'll maintain strong relationships with regional sales leadership, partner with Growth Marketing and Enablement to remove blockers, and represent the SDR function in go-to-market planning. The role requires deep embedding in regional go-to-market rhythms, sensitivity to market nuances, and the ability to translate regional feedback into refined targeting and messaging strategies.
