Director, New Business Sales, IT Cloud

About the role

We are looking for a pragmatic, strategic, and technically fluent sales leader to lead New Business Sales for Rippling’s IT Cloud business.

Rippling IT Cloud is one of the fastest-growing areas of the company, helping businesses manage identity, devices, applications, inventory, security, and employee lifecycle automation from a single AI native platform. This role is responsible for leading a team of Account Executives selling Rippling’s standalone IT products into new customers across SMB, Mid-Market, and Upmarket segments.

The ideal candidate has experience leading high-performing AI SaaS sales teams in a fast-paced environment. This person should be equally comfortable driving operational rigor, coaching technical discovery, improving win rates, inspecting pipeline, and building a repeatable sales motion in a high-growth business.

What you will do

Lead and scale a high-performing new business sales team focused on Rippling IT Cloud

Own revenue execution across pipeline generation, discovery, technical demos, deal strategy, forecasting, and close

Hire, coach, and develop Account Executives & managers who can manage complex sales cycles while navigating technical and strategic buying processes

Build strong operating rhythms around pipeline inspection, forecast accuracy, deal reviews, rep coaching, and productivity

Partner closely with Product, SDR, Marketing, Sales Engineering, RevOps, and Enablement to ensure the business is delivering against its most important outcomes

Develop and reinforce strong competitive positioning against point solutions across MDM, identity, endpoint, compliance, and IT management categories

Identify gaps in the sales motion and build repeatable playbooks, talk tracks, enablement, and processes to improve execution

Use data to manage key performance metrics across pipeline creation, stage conversion, win rate, sales cycle, ACV, sales efficiency, and quota attainment

Operate with an entrepreneurial mindset, solving problems cross-functionally and moving quickly as the business scales

What you will need

7+ years of B2B SaaS sales experience, with 3+ years managing quota-carrying sales teams

Experience managing managers preferred, or demonstrated ability to scale beyond first-line leadership

Proven track record of building teams that consistently meet or exceed quota

Ability to coach reps & managers through technical demos, 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 the ability to build trust across Sales, Product, Marketing, RevOps, Enablement, and leadership

Hands-on operating style with the ability to inspect details, build process, and move quickly in an ambiguous environment

High ownership, strong follow-through, and the courage to challenge the status quo when logic and reason require it

Low ego, high integrity, and genuine enthusiasm for building a category-defining company

Additional Information

Rippling highly values having employees working in-office to foster a collaborative work environment and company culture. For office-based employees (employees who live within a defined radius of a Rippling office), Rippling considers working in the office, at least three days a week under current policy, to be an essential function of the employee's role.

This role will receive a competitive salary + benefits + equity. The salary for US-based employees will be aligned with one of the ranges below based on location; see which tier applies to your location here.

A variety of factors are considered when determining someone’s compensation–including a candidate’s professional background, experience, and location. Final offer amounts may vary from the amounts listed below.

*Commission is not guaranteed

About Rippling

Rippling gives businesses one place to run HR, IT, and Finance. It brings together all of the workforce systems that are normally scattered across a company, like payroll, expenses, benefits, and computers. For the first time ever, you can manage and automate every part of the employee lifecycle in a single system.

Take onboarding, for example. With Rippling, you can hire a new employee anywhere in the world and set up their payroll, corporate card, computer, benefits, and even third-party apps like Slack and Microsoft 365—all within 90 seconds.

Based in San Francisco, CA, Rippling has raised $1.4B+ from the world’s top investors—including Kleiner Perkins, Founders Fund, Sequoia, Greenoaks, and Bedrock—and was named one of America's best startup employers by Forbes.

We prioritize candidate safety. Please be aware that all official communication will only be sent from @Rippling.com addresses.