Revenue Strategy

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 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.

About the Role

We’re looking for a strategic, systems-minded Sales Operations Manager to join our Revenue Operations organization, with a primary focus on Territory Operations. In this role, you’ll own the design, execution, and governance of our global territory model - ensuring that our go-to-market teams are equipped to sell efficiently and effectively. In addition to territory operations, you’ll also play a key role in advancing how Sales Operations supports our go-to-market engine through AI integration and process optimization - identifying and embedding intelligent automation into workflows, systems, and decision-making across the sales lifecycle.

This is a high-impact role where analytical rigor, technical curiosity, and a drive for scalable solutions will be critical to success.

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 elegant solutions for our data enrichment needs; ensuring our Reps are focused on the best accounts at all times.

- 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 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.

Sales Strategy & Operations

- Sales Development Strategy : Support Sales Development leadership in planning org structure, headcount, KPIs, and success metrics across regions and segments.

- Sales Development Reporting : Build and maintain dashboards and reports to monitor SDR productivity and funnel performance.

- Sales Development Operations : Identify, scope, and deliver on strategic projects to improve lead conversion, pipeline generation, and outbound program effectiveness.

Sales Systems, AI & Process Optimization

- AI Enablement : Identify and embed AI solutions within sales processes (e.g., lead routing, forecasting, territory optimization, and rep productivity).

- System Optimization : Partner with GTM Systems, Sales, and RevOps teams to improve how Salesforce and other tools (e.g., Census, Snowflake, ZoomInfo, 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.

Qualifications

- 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 Census, Snowflake, ZoomInfo, Cognism, 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.

Additional Information

Rippling is an equal opportunity employer. We are committed to building a diverse and inclusive workforce and do not discriminate based on race, religion, colour, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sex, gender, gender identity, gender expression, age, sexual orientation, veteran or military status, or any other legally protected characteristics, Rippling is committed to providing reasonable accommodations for candidates with disabilities who need assistance during the hiring process. To request a reasonable accommodation, please email accommodations@rippling.com.

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 40 mile 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.

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