Director, New Business Sales, IT Cloud

Director, New Business Sales, IT Cloud Location: New York, New York, United States About this position 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. 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 leads a team of Account Executives selling Rippling’s standalone IT products to 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 and is 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 and managers who 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 delivers 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 and 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 is an equal‑opportunity employer. We are committed to building a diverse and inclusive workforce and do not discriminate based on race, religion, color, 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 View email address on click.appcast.io. Rippling highly values employees working in‑office to foster a collaborative work environment and company culture. For office‑based employees (those who live within a defined radius of a Rippling office), working in the office at least three days a week is considered an essential function of the employee’s role. Compensation includes a competitive salary, benefits, and equity. The salary for US‑based employees is aligned with the range below based on location. Salary range for this role: 258,000 – 360,000 USD per year (US) Salary Information Pay range: 258,000 – 360,000 USD per year (US) #J-18808-Ljbffr Rippling