Ashley Kelly

VP of Global Sales Development, Rippling · 1 appearance on the record.

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executiveoperatorfounderLinkedIn ↗rippling.com ↗

Ashley Kelly leads outbound sales development strategy and rep hiring as Vice President of Global Sales Development at Rippling. She is best known for helping scale Brex's outbound ARR from $2 million to over $300 million and managing hundreds of SDRs across Zenefits, Lever, and Brex.

7statements → 2claims → 0claims resolved → 3.86/5average certainty → 2/5average debate potential → 8said about them ↓

2 not checkable as stated how the 2 claims stand · each chip opens the sources

2 assertions · 4 insights · 1 disclosure · every statement was checked. The predictions and assertions are the 2 claims: statements the public record can support or contradict. 0 are resolved, and 2 name no date, number or outcome precise enough to check. Everything else (opinions, insights, what ifs, disclosures) can never be settled by the record, so it carries no assessment.

What they said7 What others said8 Episodes1

Everything Ashley Kelly said on the Official SaaStr Podcast that made the record, most notable first. Filter by type, assessment or year in the ledger →

Assertion Not checkable as stated

Kelly: Shifting SDR quotas to closed revenue tripled Brex's SDR-sourced revenue

“We more than three X what the SDR org was sourcing previously when they were on an S two quota.”

Ashley Kelly Jan 4, 2024 ▶ 30:42 From Zero to Hero: How to Dominate Outbound SaaS Sales with Rippling and Sam Blond

Insight

Enterprise startups with long sales cycles should avoid SDR revenue quotas

“I think when you're at a more enterprise company and it takes six to nine months for a deal to close, it's really hard to put SDRs on a revenue quota because they're really only in the role for nine months to a year and a half.”

Ashley Kelly Jan 4, 2024 ▶ 33:49 From Zero to Hero: How to Dominate Outbound SaaS Sales with Rippling and Sam Blond

Insight

Kelly: Recruiters make ideal early SDR hires due to transferable skills

“And then I would say also, if you're not just hiring directly from college, if you're actually getting people that have some work experience, which I highly recommend, especially for first time hires, if you don't have systems and process in place, I've had a …”

Ashley Kelly Jan 4, 2024 ▶ 11:19 From Zero to Hero: How to Dominate Outbound SaaS Sales with Rippling and Sam Blond

Insight

Kelly: Candidates who drive the interview make better outbound SDRs

“If they're driving the conversation and driving more of the interview in such a junior role, if they're able to do that, like more times than not, I have a lot of faith that they'll be able to do that when talking to prospects on the phone.”

Ashley Kelly Jan 4, 2024 ▶ 13:55 From Zero to Hero: How to Dominate Outbound SaaS Sales with Rippling and Sam Blond

Insight

Kelly: Arbitrary SDR dial quotas lead to box-checking behavior

“If you tell a rep to make 70 dials, Guess what they're going to make? 70 and have a very hard stop at 70. And so eliminating like the, what I'll call this like checking the box type of activities throughout the day and like truly getting to a point where you h…”

Ashley Kelly Jan 4, 2024 ▶ 18:54 From Zero to Hero: How to Dominate Outbound SaaS Sales with Rippling and Sam Blond

Disclosure

Kelly: Rippling maintains an eight-to-one SDR-to-manager ratio for better coaching

“We actually are very conservative with the number of reps that report to managers, and that really helps from, like, a day-to-day coaching perspective, especially in this, like, remote environment. When managers have a little bit more bandwidth to help coach t…”

Ashley Kelly Jan 4, 2024 ▶ 37:00 From Zero to Hero: How to Dominate Outbound SaaS Sales with Rippling and Sam Blond

Assertion Not checkable as stated

Kelly: Two-thirds of Rippling SDR managers started as SDRs

“Most of my managers, I'd say, 20 of my 30 today were SDRs at Rippling.”

Ashley Kelly Jan 4, 2024 ▶ 40:40 From Zero to Hero: How to Dominate Outbound SaaS Sales with Rippling and Sam Blond

The other half of the tape: Ashley Kelly's own voice is left out of every number here. Other people bring the name up 7 times in 4 episodes on the Official SaaStr Podcast. 1 statement on the record names them. every mention, with the transcript →

Who brings them up most Sam Blond 3 Matt Plank 2 Jason Lemkin 2