Director, Global SDR Operations

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; ensure no marketing-sourced lead falls through the cracks Partner with Growth Marketing and Product Marketing to define and maintain ICP and TAM targeting (territory carving); ensure SDR outreach is aligned to the highest-value segments with a constant optimisation mentality Operations and Reporting Own the Global SDR Playbook and harmonisation of regional nuances around: onboarding, training frameworks, and evolving standard processes Lead the SDR tool stack strategy: own 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; conduct regular Win/Loss analysis and share insights with leadership Forecast lead pipeline and revenue contribution accurately on a monthly and quarterly basis Cross Functional Partnership Maintain strong relationship with regional Managing Directors and Sales leadership and regular cadence of communication to stay tightly aligned on regional pipeline priorities, market dynamics, and strategic shifts, while advocating for global process consistency across all SDR motions Partner with Growth Marketing, Product Marketing, and Enablement to remove pipeline blockers and align on campaign follow-up and GTM priorities Represent the SDR team in go-to-market planning and strategy discussions WHAT YOU'LL 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; 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, as well as sharp written communication skills with the ability to write and edit high-converting outreach Hands-on experience with core SDR tools: Salesforce, Outreach or Salesloft, LinkedIn Sales Navigator, ZoomInfo or Apollo; familiarity with AI-powered tools (Gong, Lavender, or similar) a plus 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 Background as an individual contributor in crypto, FinTech or B2B software sales preferred WHO WE ARE: Do Your Best Work The opportunity to build in a fast-paced start-up environment with experienced industry leaders A learning environment where you can dive deep into the latest technologies and make an impact. A professional development budget to support other modes of learning. Thrive in an environment where no matter what race, ethnicity, gender, origin, or culture they identify with, every employee is a respected, valued, and empowered part of the team. In-office collaboration for moments that matter is important to our culture, and we give managers and teams the flexibility to decide which 10+ days a month they come in. Bi-weekly all-company meeting - business updates and ask me anything style discussion with our Leadership Team We come together for moments that matter which include team offsites, team bonding activities, happy hours and more! Take Control of Your Finances Competitive salary, bonuses, and equity Competitive benefits that cover physical and mental healthcare, retirement, family forming, and family support Employee giving match Mobile phone stipend Take Care of Yourself R&R days so you can rest and recharge Generous wellness reimbursement and weekly onsite & virtual programming Generous vacation policy - work with your manager to take time off when you need it Industry-leading parental leave policies. Family planning benefits. Catered lunches, fully-stocked kitchens with premium snacks/beverages, and plenty of fun events Benefits listed above are for full-time employees. Ripple is an Equal Opportunity Employer. We’re committed to building a diverse and inclusive team. We do not discriminate against qualified employees or applicants because of race, color, religion, gender identity, sex, sexual identity, pregnancy, national origin, ancestry, citizenship, age, marital status, physical disability, mental disability, medical condition, military status, or any other characteristic protected by local law or ordinance. Please find our UK/EU Applicant Privacy Notice and our California Applicant Privacy Notice for reference.