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Rippling is a unified workforce platform that manages HR and IT—payroll, benefits, computers, apps, and more—in one system. The company has raised $1.4B from top-tier investors and was named one of America's best startup employers by Forbes.
As Manager of Sales Development, you will lead an outbound SDR team of 6-10 reps focused on pipeline creation and career development. You'll work in the Toronto office on a hybrid basis (3 days per week). This is a strategic leadership role within Rippling's GTM function, where SDR is positioned as a third pillar alongside Sales and Marketing.
Key responsibilities include:
- Coaching and developing regional reps with a focus on per-rep production and pipeline building
- Managing processes and ensuring SLAs and KPIs are hit daily using data-driven insights
- Working side-by-side with reps to coach objection handling and Rippling pitch techniques to book demos
- Motivating reps to learn and grow, preparing them for advancement into strategic sales roles
- Owning a specific function and translating business needs throughout your organization
- Hiring top talent for the SDR organization
- Providing cross-functional feedback and demonstrating empathy across teams
- Driving the business to achieve and exceed revenue targets
You'll manage specialized teams focused on Inbound, Outbound, and Special Projects, allowing strategic funnel management. The role emphasizes both ground-level execution and broader business initiative definition.
Requirements:
- 2+ years in an SDR organization and 1+ years in SDR leadership
- Fluent in both French and English (required for Toronto market)
- Proficiency in SDR tech stack: Outreach, Salesloft, Mixmax, Salesforce, LinkedIn Sales Navigator, ZoomInfo, Lusha, LeadIQ, SalesIntel, Gong/Chorus, Guru/Highspot
- Experience in Enterprise SaaS with multi-product selling distribution
- Experience building or executing outbound programs/strategies with multichannel approaches tracked by input/output metrics
- Ability to manage at ground level while zooming out to define and execute broader business initiatives
- Ability to hire, onboard, ramp, and train remotely across multiple time zones
- Deep understanding of scaling organizations in fast-paced environments
- Experience in change management
