Sales Strategy Lead (Hybrid Based in SF)

You will be based in our San Francisco, CA office and will be required to be in office 3x/week.

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

Rippling is hiring a Sales Strategy Lead to build and scale the sales strategy & operations for a newly launched GTM motion. This role supports a business partnership that opens up a new segment of potential customers – both for top-of-funnel growth and cross-sell opportunities.

As the first Sales Strategy hire for this new motion, you will be responsible for all things sales strategy & operations, including: capacity planning, forecasting, annual sales planning, performance analytics, and GTM design. This is a 0 → 1 builder role and ideal for someone who thrives in ambiguity, acts with urgency, and wants to build high-impact programs from the ground up. You’ll work cross-functionally across Sales, Marketing, Finance, Product, Business Systems, and Business Operations to shape and scale this brand new motion.

What you will do

• GTM Strategic & Operational Design. Own the end-to-end sales strategy & operations for a brand-new sales motion, supporting both net-new customer acquisition and cross-sell growth.
• Forecasting. Own the sales forecast, monitor pipeline health, and drive forecast accuracy.
• Capacity Planning. Build and maintain sales capacity models and headcount planning in partnership with Sales and Finance leadership.
• Sales Planning. Drive annual and quarterly sales planning cycles, including quota setting, coverage design, and segmentation.
• Reporting & Analytics. Build and scale reporting infrastructure for performance management, monthly and quarterly deliverables, and pipeline visibility. 
• Thought Leadership. Serve as the strategic thought partner to the GTM leaders and provide recommendations backed by data and insights.

What you will need

• 7+ years of experience in Sales Strategy, Sales Operations, Growth Marketing, Banking, Consulting, or a similar function within high-growth B2B SaaS companies
• Proven experience in 0 → 1 environments – you’ve launched new GTM motions, products, or sales programs from scratch
• Strong analytical and modeling skills – highly proficient in Excel/Google Sheets and experience with Salesforce and SQL
• Deep understanding of sales forecasting, headcount modeling, and pipeline analysis
• Excellent executive communication – you can dissect complex insights into actionable recommendations
• High ownership and bias for action – you’re comfortable operating independently and navigating ambiguity
• Bonus: experience in cross-sell motions, downmarket sales, or partnership-driven GTM strategies

Additional Information

Rippling is an equal opportunity employer. We are committed to building a diverse and inclusive workforce and do not discrim