Director, Global SDR Operations

THE WORK:

We're looking for a player-coach Director, Global SDR Operations to lead a team of six Sales Development Representatives spanning New York, São Paulo, London, Dubai, and Singapore. You'll own the SDR team's contribution to qualify pipeline through two motions: outbound prospecting, and fast, thorough follow-up on marketing-sourced leads. You'll partner closely with Growth Marketing to convert leads into qualified opportunities and to feed lessons from outbound efforts back into refining campaign targeting.

This role reports directly to the leader of the GTM Strategy and Operations team. This role, as well as the individual SDRs, will have a dotted-line reporting relationship with the regional Managing Directors, reflecting the SDR team's primary directive: to serve the revenue goals, strategic priorities, and market nuances of each sales region. Success in this role requires operating as a true extension of the regional sales leadership teams — deeply embedded in their go-to-market rhythms, attuned to regional deal dynamics, and consistently translating regional feedback into how the SDR team targets, messages, and prioritise its efforts. You will also develop talent, and serve as the SDR team's voice in Ripple's go-to-market planning.

WHAT YOU’LL DO:

 Team Leadership and Development

• 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; celebrate growth at every level
• Own the SDR ramp-up framework: design 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; conduct regular call reviews and message audits to raise the quality bar across the team
• Maintain a strong talent pipeline through evergreen recruiting; develop top talent
• Build and refine outbound and inbound playbooks, messaging, and cadences tailored to ideal customer profiles (ICP) and the latest GTM
• Partner closely with the Growth Marketing team on lead handoff, campaign follow-up, and feedback loops to improve lead quality and conversion velocity.

 Strategy and Execution

• Define SQL and SQO criteria in collaboration with Sales leadership; 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; 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