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Rippling is seeking a strategic, systems-minded Revenue Strategy & Operations Manager to join the Revenue Operations organization with a primary focus on Territory Operations. You will own the design, execution, and governance of the global territory model, ensuring go-to-market teams are equipped to sell efficiently and effectively. Beyond territory operations, you will advance how Sales Operations supports the go-to-market engine through AI integration and process optimization, identifying and embedding scalable automation into workflows, systems, and decision-making across the sales lifecycle.
In this high-impact role, you will thrive in ambiguity, solve complex problems, and bring strong attention to detail. You will build cross-functional partnerships and own projects end-to-end, connecting your work to broader business goals.
Key Responsibilities—Territory Operations:
• Territory Design: Design, implement, and maintain optimized sales territories aligned with market opportunity, rep capacity, and GTM strategy.
• Account Prioritization: Partner with Data Science on Account Scoring frameworks and build robust solutions for data enrichment needs, ensuring reps focus on the best accounts.
• Territory Management: Serve as the primary owner of territory governance, resolving escalations, maintaining alignment across Sales, and acting as the go-to partner for sales leaders and reps.
• Data Quality and Governance: Ensure CRM data integrity for all territory-related fields and objects; monitor and enforce strong hygiene standards across systems.
• Reporting and Insights: Develop and maintain dashboards and reporting for territory performance, rep coverage ratios, account penetration, and whitespace analysis.
• Annual Planning: Support annual and quarterly planning cycles, ensuring territories balance workload, potential, and equitable coverage.
Key Responsibilities—Sales Systems, AI & Process Optimization:
• AI Enablement: Identify and embed AI solutions within sales processes (e.g., lead routing, forecasting, territory optimization, rep productivity).
• System Optimization: Partner with GTM Systems, Sales, and RevOps teams to improve how Salesforce and other tools (Snowflake, FiveTran, ZoomInfo, MixRank, Clay) support sales workflows.
• Process Innovation: Reimagine existing processes to improve automation, accuracy, and scalability; evaluate new technologies that enhance operational efficiency.
• Cross-Functional Collaboration: Work closely with Sales, Marketing Ops, and Business Systems teams to ensure seamless integration across the GTM tech stack.
About Rippling:
Rippling gives businesses one place to run HR, IT, and Finance, bringing together workforce systems normally scattered across a company (payroll, expenses, benefits, computers). The platform enables managing and automating every part of the employee lifecycle in a single system. Based in San Francisco, Rippling has raised $1.4B+ from top investors including Kleiner Perkins, Founders Fund, Sequoia, Greenoaks, and Bedrock, and was named one of America's best startup employers by Forbes.
Requirements:
• 5+ years of experience in Sales Operations, Territory Management, or Revenue Operations within a fast-paced B2B SaaS environment.
• Strong analytical, technical, and systems experience—particularly with Salesforce, Excel/Google Sheets, and SQL.
• Experience with GTM data tools such as Snowflake, FiveTran, ZoomInfo, MixRank, or Clay is a plus.
• Familiarity with territory design, capacity planning, and sales org design.
• Curiosity and interest in applying AI to enhance operational efficiency and decision-making.
• Exceptional organizational skills, attention to detail, and ability to drive projects end-to-end.
• Strong communication and collaboration skills, with a track record of cross-functional partnership.
