Director of Sales, AI & Data Cloud

About the role
We are looking for a pragmatic, strategic, and technically fluent sales leader to lead Sales for Rippling’s Data Cloud business.
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.
This role is responsible for leading a team of Account Executives & Managers selling Rippling’s Data Cloud products into new customers across SMB, Mid-Market, and Ent segments. The ideal candidate has experience leading high-performing SaaS sales teams in a fast-paced environment, with strong fluency in data, analytics, automation, AI, and platform-oriented selling. 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 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 who can manage complex sales cycles while navigating technical, analytical, and strategic buying processes
Build strong operating rhythms around pipeline inspection, forecast accuracy, deal reviews, rep coaching, and productivity
Partner closely with Product, Data, Sales Engineering, Marketing, SDR, RevOps, Enablement, and leadership to ensure the business is delivering against its most important 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 how to connect technical product capabilities to executive-level business outcomes, including data accuracy, operational visibility, workflow automation, and faster decision-making
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
Build strong cross-functional feedback loops to help Product and GTM teams understand 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
What you will need
7+ years of B2B SaaS sales experience, with 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