Director, Global SDR Operations

As Director, Global SDR Operations at Ripple, you lead a team of six Sales Development Representatives spanning New York, São Paulo, London, Dubai, and Singapore. You own the SDR team's contribution to pipeline qualification through outbound prospecting and fast, thorough follow-up on marketing-sourced leads. This role reports directly to the leader of the GTM Strategy and Operations team, with dotted-line reporting to regional Managing Directors, requiring you to operate as a true extension of regional sales leadership while maintaining global process consistency.

What you'll do

• Lead, coach, and hold accountable a global SDR team to hit and exceed individual and team pipeline targets
• Build individualised development plans within the SDR organisation and celebrate growth at every level
• Own the SDR ramp-up framework, designing structured onboarding for new SDRs that accounts for regional variation across a globally distributed team and tracks milestone attainment through to full productivity
• Coach SDRs on discovery, objection handling, product and industry knowledge, and consultative selling techniques through regular call reviews and message audits
• Maintain a strong talent pipeline through evergreen recruiting and develop top talent
• Build and refine outbound and inbound playbooks, messaging, and cadences tailored to ideal customer profiles (ICP) and the latest go-to-market strategy
• Partner closely with the Growth Marketing team on lead handoff, campaign follow-up, and feedback loops to improve lead quality and conversion velocity
• Define SQL and SQO criteria in collaboration with Sales leadership and own the opportunity handoff process to ensure clean, consistent transitions to sales
• Drive a dual-motion prospecting strategy covering both outbound pipeline generation and inbound lead triage and follow-up
• Partner with Growth Marketing and Product Marketing to define and maintain ICP and TAM targeting, ensuring SDR outreach is aligned to the highest-value segments with constant optimisation
• Own the Global SDR Playbook and harmonisation of regional nuances around onboarding, training frameworks, and evolving standard processes
• Lead the SDR tool stack strategy, owning evaluation, selection, implementation, and optimisation across core platforms including Outreach, LinkedIn Sales Navigator, Lusha, ZoomInfo, and AI-powered prospecting and coaching tools
• Design, build, implement and optimise processes for team efficiency, including account creation and approval workflows
• Define, track, and report on team KPIs and conduct regular Win/Loss analysis to share insights with leadership
• Forecast lead pipeline and revenue contribution accurately on a monthly and quarterly basis
• Maintain strong relationships with regional Managing Directors and Sales leadership through regular communication to stay aligned on regional pipeline priorities, market dynamics, and strategic shifts
• Represent the SDR team in go-to-market planning and strategy discussions

What you bring

• 8+ years managing quota-carrying SDR, BDR, or inside sales teams
• Experience managing and working within a distributed team across multiple time zones and regions, with ability to adapt playbooks, messaging, and coaching approaches to account for regional market nuances and cultural differences
• Proven track record of hitting pipeline and revenue goals
• Strong understanding of B2B outbound and inbound prospecting motions and sales engagement tooling, with sharp written communication skills and ability to write and edit high-converting outreach
• Hands-on experience with core SDR tools: Salesforce, Outreach or Salesloft, LinkedIn Sales Navigator, and ZoomInfo or Apollo
• Strong cross-functional collaboration skills across Growth Marketing, Product Marketing, Sales, and Enablement
• Data-driven approach to performance management and process improvement
• Experience hiring, ramping, and developing sales development talent

Nice to have

• Familiarity with AI-powered tools such as Gong or Lavender
• Background as an individual contributor in crypto, FinTech, or B2B software sales

What we offer

• Competitive salary, bonuses, and equity
• Competitive benefits that cover physical and mental healthcare, retirement, family forming, and family support
• Professional development budget to support learning
• In-office collaboration flexibility, with managers and teams deciding which 10+ days a month they come in
• R&R days to rest and recharge
• Generous wellness reimbursement and weekly onsite and virtual programming
• Generous vacation policy, worked out with your manager
• Industry-leading parental leave policies and family planning benefits
• Employee giving match
• Mobile phone stipend
• Catered lunches, fully-stocked kitchens with premium snacks and beverages, and regular team offsites and social events

About Ripple

Ripple is building a world where value moves like information does today through crypto solutions for financial institutions, businesses, governments, and developers. The company improves the global financial system and creates greater economic fairness and opportunity for people worldwide.