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Rippling is seeking a Director of Sales to lead the sales organization for Rippling Data Cloud, a foundational platform that unifies workforce, HR, IT, finance, and operational data to power reporting, analytics, automation, and AI-native workflows.
In this role, you will lead and scale a high-performing sales team selling Data Cloud products across SMB, Mid-Market, and Enterprise segments. You will own end-to-end revenue execution including pipeline generation, discovery, technical demos, deal strategy, forecasting, and close. Key responsibilities include:
• Lead, hire, coach, and develop Account Executives and managers capable of navigating complex, technical sales cycles with multiple stakeholders
• Build strong operating rhythms around pipeline inspection, forecast accuracy, deal reviews, rep coaching, and productivity metrics
• Partner cross-functionally with Product, Data, Sales Engineering, Marketing, SDR, RevOps, Enablement, and leadership to drive business outcomes
• Develop 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 business outcomes (data accuracy, operational visibility, workflow automation, faster decision-making)
• Identify gaps in the sales motion and build repeatable playbooks, talk tracks, enablement, and processes
• Use data to manage key performance metrics: pipeline creation, stage conversion, win rate, sales cycle, ACV, sales efficiency, and quota attainment
• Build cross-functional feedback loops to help Product and GTM teams understand buyer needs, competitive dynamics, and use cases
• Operate with an entrepreneurial mindset, solving problems cross-functionally as the business scales
Rippling is a San Francisco-based company that has raised $1.4B+ from top-tier investors including Kleiner Perkins, Founders Fund, Sequoia, Greenoaks, and Bedrock. The company was named one of America's best startup employers by Forbes.
REQUIREMENTS:
• 7+ years of B2B SaaS sales experience, with 3+ years managing quota-carrying sales teams
• Experience selling or leading teams in data, analytics, business intelligence, automation, AI, platform, infrastructure, or complex SaaS products (preferred)
• Experience managing managers or demonstrated ability to scale beyond first-line leadership (preferred)
• 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
• Highly effective communicator with strong 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 ability to inspect details, build process, and move quickly in ambiguous environments
• High ownership, strong follow-through, and courage to challenge the status quo
• Low ego, high integrity, and genuine enthusiasm for building a category-defining company
