[Hiring] Sales Development Manager @OpenSesame

Role Description

This role is about more than managing activity. You’ll scale a predictable outbound engine, develop future sales talent, and redefine how OpenSesame connects with the market — through a balance of technology, creativity, and empathy.

You’ll blend strategy and execution, building an SDR function that leverages AI tools to enhance research, messaging and timely coaching, while keeping the human touch at the heart of every interaction. You will work closely with Marketing, Partners, Sales, Enablement and RevOps, to turn insight into action — driving pipeline growth, process consistency, and professional development across the team.

Reporting to the Director of GTM Operations, this is a highly visible leadership role with a direct impact on pipeline, revenue and GTM innovation.

Performance Objectives

• First 30 Days - Orientation & Assessment
  • Build a foundational understanding of OpenSesame’s go-to-market strategy, ideal customer profiles, and competitive landscape.
  • Audit existing SDR processes, messaging, and cadences across Gong Engage, Salesforce, and ZoomInfo.
  • Assess SDR performance metrics (activity → meeting, meeting → opportunity, velocity) and identify key bottlenecks.
  • Conduct 1:1s with every SDR, AE, and cross-functional partner to understand strengths, challenges, and development goals.
  • Deliver a baseline performance report and outline 2–3 high-impact quick wins to drive immediate improvement.
  • Outline an execution plan for automated inbound management.
• By 60 Days - Optimization & Team Enablement
  • Launch the first version of the AI-Enhanced Outbound Playbook, integrating tools like Gong Engage, Qualified, Clay, ZoomInfo and ChatGPT Enterprise to automate research, personalization drafts, lead qualification and post-call notes.
  • Coach SDRs on balancing automation with authentic outreach, reinforcing high-quality engagement and messaging consistency.
  • Partner with Marketing to launch 2–3 account-based outbound campaigns targeting top verticals and/or target account lists.
  • Engage with our Partner organization to improve and enhance our Partner lead processes.
  • Establish a weekly coaching rhythm using Gong analytics, call reviews, and performance dashboards to ensure feedback is timely and impactful.
  • Optimize existing dashboards that track inbound and outbound conversion, pipeline creation, and ROI in real time.
  • Establish a closed loop feedback process for capturing seller and sales leader insights in order to continuously improve SDR support.
• By 90 Days - Predictable Performance & Team Development
  • Drive the SDR team to 100% attainment of monthly qualified opportunity targets, with top performers achieving full quota.
  • Partner with AEs and RevOps to refine qualification criteria and improve lead handoffs.
  • Refine account-based outbound campaigns and create campaign strategy framework for upcoming quarter in partnership with Marketing.
  • Introduce a development framework for SDR → AE progression, identifying high-potential talent for future roles.
  • Implement consistent reporting to the business demonstrating SDR impact on pipeline/revenue while providing analysis on MQL quality to improve Marketing ROI.
  • Strengthen remote team culture through consistent rituals — call-of-the-week breakdowns, win shares, and transparent leaderboard recognition.
• By 180 Days - Scale & Systematize
  • Institutionalize a repeatable Outbound Operating System — including training guides, cadences, and KPI dashboards — to support new hire ramp and predictable team performance.
  • Achieve full team quota attainment (100%+ of sales qualified targets).
  • Improve overall outbound conversion rates by 10%+ over baseline through targeted messaging, data refinement, and coaching.
  • Develop and document best practices for AI-assisted prospecting, ensuring consistency in quality and tone across the team.
  • Partner with Marketing to align outbound campaigns with product launches, develop top-of-mind thought leadership and improve campaign strategy.
  • Launch seller satisfaction survey framework to capture seller feedback on SDR performance.
• Ongoing – Leadership, Growth & Continuous Improvement
  • Build a high-performance culture of accountability, curiosity, and career growth with proper incentive plans to support.
  • Continuously refine outbound strategies based on performance data and market shifts.
  • Promote SDRs into AE or other roles, building a visible talent pipeline across the revenue organization.
  • Collaborate cross-functionally to ensure outbound insights shape company-wide targeting and messaging.
  • Champion a balance of human connection and AI innovation in everything the team does.

Compensation

• The base salary for this position generally ranges between $110,000 and $119,000, depending on experience, and is bonus eligible.
• On-target earnings (OTE) range from $157,000 to $170,000.
• We carefully consider a wide range of compensation factors, relying on market data to determine compensation and consider your specific job family, background, skills, and experience.

Benefits

• Comprehensive medical, dental, and vision coverage.
• Flexible PTO.
• 401(k) matching.
• Incentive stock options.
• Volunteer time off.
• Employee Resource Groups.
• A generous professional development program with dedicated annual time off for learning and growth.

Equal Employment Opportunity

OpenSesame is an Equal Employment Opportunity and Affirmative Action employer that values and welcomes diversity. We do not discriminate on the basis of various legally protected characteristics, including criminal history, and strive to provide reasonable accommodations to qualified individuals with disabilities.

Pay Transparency

At OpenSesame, we prioritize pay transparency, fairness, and equity to create a positive and inclusive work environment, regularly reviewing our compensation practices to align with our values and goals.

Location

This position can be based anywhere in the US. We operate as a remote-first company, and invest in mandatory all-company meetings several times a year in addition to required team travel as necessary.