About the role

At Rippling, Sales Development drives pipeline creation and career development. Our EMEA SDR team is established and delivering. The opportunity now is to scale that success: accelerate execution, improve speed to lead, and create a predictable engine for continued business growth across EMEA.

As VP, Sales Development, EMEA, you will lead an existing inbound and outbound organisation into its next phase of scale. Your focus will be consistent delivery, operational pace, and conversion from first engagement through qualified pipeline. You will partner closely with Marketing, Sales, and senior leadership teams across Rippling to align priorities and translate strategy into results.

Developing talent remains central to the role. We actively promote from within while maintaining an always-on approach to attracting and hiring exceptional SDR and leadership talent across EMEA.

You will be a commercial evangelist for Rippling AI, equipping the EMEA SDR team to articulate its value, connect it to prospects’ business priorities, and turn interest into qualified sales opportunities.

What you will do

Lead and scale an established, high-performing EMEA SDR organisation, with clear accountability for pipeline delivery and contribution to revenue growth.
Champion the sale of Rippling AI across EMEA: coach SDRs to lead compelling, value-led conversations, identify relevant customer needs, and generate qualified pipeline in partnership with Sales and Marketing.
Make speed to lead a core operating discipline: optimise lead routing, follow-up, prioritisation, and handoffs so the team engages prospects quickly and consistently.
Drive execution against pipeline, conversion, productivity, and response-time goals; use data to identify bottlenecks and act quickly.
Work with senior leadership teams (SLT) across Rippling to align SDR priorities with the wider business strategy and remove barriers to delivery.
Partner closely with Marketing and Sales on demand generation, account-based programmes, funnel conversion, and pipeline quality.
Coach and develop SDR leaders, build succession plans, and actively promote talent into leadership and broader commercial roles.
Maintain an always-on talent pipeline and hire exceptional SDRs and leaders across EMEA to support continued scale.
Continuously improve processes, technology, and operating rhythms while maintaining pace, quality, and a strong performance culture.

What you will need

7+ years in an SDR organisation, including 4+ years in SDR leadership and 2+ years managing SDR leaders.
3rd Line Leadership experience.
A track record of scaling established SDR teams and delivering consistent pipeline outcomes in a fast-paced SaaS business.
Deep expertise in speed to lead, inbound and outbound execution, funnel conversion, and data-led performance management.
The ability to translate AI product capabilities into clear customer value, build compelling commercial narratives, and coach SDR teams to create demand and qualified pipeline for Rippling AI.
Strong executive communication and influencing skills, with the ability to work effectively with senior leadership teams across functions.
Experience developing managers, promoting talent from within, and building succession plans alongside continuous external hiring.
Experience hiring, onboarding, ramping, and coaching teams across EMEA markets and multiple time zones.
Proficiency with the SDR technology stack, including Salesforce; engagement tools such as Outreach, Salesloft, or Mixmax; prospecting tools such as LinkedIn Sales Navigator, ZoomInfo, Lusha, LeadIQ, or SalesIntel; and coaching or enablement tools such as Gong, Chorus, Guru, or Highspot.
Experience in transactional, multi-product SaaS and in executing multichannel outbound strategies measured through input and output metrics.
The ability to balance hands-on operational leadership with broader strategic priorities, supported by strong change-management skills.

VP, Sales Development

Job Description