About Rippling
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.
Take onboarding, for example. With Rippling, you can hire a new employee anywhere in the world and set up their payroll, corporate card, computer, benefits, and even third-party apps like Slack and Microsoft 365—all within 90 seconds.
Based in San Francisco, CA, Rippling has raised $1.4B+ from the world’s top investors—including Kleiner Perkins, Founders Fund, Sequoia, Greenoaks, and Bedrock—and was named one of America's best startup employers by Forbes.
We prioritize candidate safety. Please be aware that all official communication will only be sent from @Rippling.com addresses.
About the role
As our Head of UKI Sales, you will lead our sales organisation across the United Kingdom and Ireland, managing Sales Managers and their teams of Account Executives. This is a Director-level opportunity to take an established business into its next phase of growth: moving upmarket, accelerating revenue and raising the performance of the organisation.
With the teams already in place, your primary focus will be on getting more from a strong foundation rather than building from scratch. You will develop our managers, strengthen sales execution and help our teams win larger, more strategic customers while maintaining the pace and discipline of our core sales motion. There will be continued, targeted team growth, alongside a clear emphasis on productivity, talent development and consistent execution.
You will own the UKI sales strategy and results, combining commercial judgement with hands-on leadership. From shaping account priorities and coaching managers to supporting executive conversations and closing strategic deals, you will play a direct role in growing the revenue and performance of the business.
What you will do
- Own UKI revenue growth. Develop and execute the regional sales strategy, translating market opportunity into clear priorities, ambitious goals and consistent delivery against revenue targets.
- Champion Rippling AI. Help customers understand the value of Rippling AI and equip the team to drive adoption and revenue across UKI.
- Lead our move upmarket. Strengthen the team's ability to win larger, more complex opportunities through account planning, executive engagement, rigorous discovery and compelling, value-led business cases.
- Develop a high-performing leadership team. Manage and coach Sales Managers, helping them improve the performance of their Account Executives and build a culture of accountability, development and sustained success.
- Raise productivity across an established organisation. Identify the biggest opportunities to improve pipeline creation, conversion, win rates, average deal value and sales execution, then turn those insights into action.
- Stay close to strategic deals. Work alongside managers and Account Executives throughout key sales cycles, engaging senior stakeholders, navigating complex buying groups and helping negotiate and close business.
- Drive operating discipline and predictable results. Own pipeline reviews, monthly forecasts and performance reporting, with clear visibility into opportunities, risks and the actions needed to deliver quota attainment.
- Balance strategic selling with speed. Evolve our approach for more sophisticated buyers without losing the urgency and efficiency that underpin a high-velocity sales business.
- Grow the team selectively. Partner with Recruiting to hire where additional capacity or capability will have the greatest impact, while owning onboarding, ramp-up, retention and succession development.
- Partner across the business. Work closely with Marketing, Sales Development, Solutions Consulting, post-sales, Product and Revenue Operations to improve pipeline quality, customer outcomes and regional execution.
What you will need
- A track record of success as a second-line sales leader in a high-growth B2B SaaS business, leading Sales Managers and their teams to consistent revenue performance.
- Experience leading teams selling into the UK and Ireland, with a strong understanding of the market and the ability to turn regional insight into commercial results.
- Demonstrated success taking an established sales organisation upmarket: improving strategic selling capabilities, winning larger opportunities and increasing deal value.
- Experience leading both high-velocity and more complex, consultative sales motions, including multi-stakeholder buying processes and executive-level engagement.
- Strong coaching and talent-development skills, with evidence of developing managers, improving team productivity and addressing performance gaps decisively.
- Commercial and analytical judgement: the ability to diagnose performance, prioritise the highest-impact opportunities and maintain rigorous pipeline and forecasting discipline.
- A hands-on approach to selling and leadership. You are comfortable joining deals, challenging assumptions and helping teams navigate difficult conversations to get business closed.
- An owner mindset appropriate to a Director-level role: you take accountability for the performance of the region, make decisions with pace and balance long-term opportunity with near-term execution.
- The energy and adaptability to thrive in a fast-moving environment, combining cross-functional collaboration with the autonomy to make things happen.
- Experience in HR technology or a related multi-product SaaS environment is a strong advantage.