Director, Global SDR Operations

At Ripple, we’re building a world where value moves like information does today. It’s big, it’s bold, and we’re already doing it. Through our crypto solutions for financial institutions, businesses, governments and developers, we are improving the global financial system and creating greater economic fairness and opportunity for more people, in more places around the world. And we get to do the best work of our career and grow our skills surrounded by colleagues who have our backs. If you’re ready to see your impact and unlock incredible career growth opportunities, join us, and build real world value. 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 effici