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About the Role
We are seeking a pragmatic, strategic, and technically fluent sales leader to drive Sales for Rippling’s Data Cloud business. Rippling Data Cloud unifies workforce, HR, IT, finance, and operational data, enabling reporting, analytics, automation, and AI-native workflows. This role leads a team selling Data Cloud products to new customers across SMB, Mid-Market, and Ent segments, requiring experience in fast-paced SaaS sales environments with expertise in data, analytics, automation, AI, and platform selling.
Responsibilities
- Lead and scale a high-performing sales team focused on Rippling Data Cloud.
- Own revenue execution across pipeline generation, discovery, technical demos, deal strategy, forecasting, and close.
- Hire, coach, and develop Account Executives and managers adept at complex sales cycles and navigating technical, analytical, and strategic buying processes.
- Build strong operating rhythms for pipeline inspection, forecast accuracy, deal reviews, rep coaching, and productivity.
- Partner closely with Product, Data, Sales Engineering, Marketing, SDR, RevOps, Enablement, and leadership to achieve key business outcomes.
- Develop and reinforce strong positioning for Data Cloud as a platform for unified workforce data, analytics, reporting, automation, and AI-driven decision-making.
- Coach teams on connecting technical product capabilities to executive-level business outcomes, including data accuracy, operational visibility, workflow automation, and faster decision-making.
- Identify sales motion gaps and build repeatable playbooks, talk tracks, enablement, and processes to improve execution.
- Utilize data to manage key performance metrics across pipeline creation, stage conversion, win rate, sales cycle, ACV, sales efficiency, and quota attainment.
- Build strong cross-functional feedback loops to inform Product and GTM teams on buyer needs, competitive dynamics, packaging opportunities, and repeatable use cases.
- Operate with an entrepreneurial mindset, solving problems cross-functionally and moving quickly as the business scales.
Requirements
- 7+ years of B2B SaaS sales experience.
- 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 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 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 the 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 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.
Skills
- Data Cloud sales
- SaaS sales leadership
- Pipeline management
- Forecasting
- Sales coaching
- Technical discovery
- Data analysis
- Salesforce
- Cross-functional collaboration
- Platform selling
- Automation
- AI
- Business intelligence
- Business case development
Experience Level
- 7+ years of B2B SaaS sales experience
- 3+ years managing quota-carrying sales teams
About the Company
- Rippling Data Cloud is a foundational part of Rippling’s compound platform, helping companies bring workforce, HR, IT, finance, and operational data together in a unified model that can power reporting, analytics, automation, and AI-native workflows.
- Instead of forcing teams to reconcile fragmented data across disconnected systems, Rippling Data Cloud gives businesses a trusted way to access, understand, and act on their employee and business data from a single platform.