[Hiring] Sales Operations Manager @OpenSesame

Role Description

The Sales Operations Manager – Direct Sales is the operational backbone of the AE motion. This role exists to bring clarity, rigor, and predictability to how revenue is generated — without slowing sellers down.

• Acting as a trusted partner to Sales leadership, this role ensures the pipeline is real, the forecast is defensible, and the data tells a clear story about what’s working, what’s at risk, and where to focus next.
• Rather than reacting to end-of-quarter surprises, the Sales Operations Manager proactively pressure-tests assumptions, surfaces insights, and helps the business scale with confidence.

Performance Objectives

• Establish Clarity and Trust (First 30 Days)
  • Develop a deep understanding of the Direct Sales motion, segments, and current performance drivers.
  • Build strong working relationships with Sales leadership, Enablement, SDR, Partner, Finance, and Business Systems.
  • Audit pipeline health, stage integrity, forecasting accuracy, and inspection cadence.
  • Assess territory design, quota coverage, and capacity assumptions.
  • Identify the most significant friction points impacting seller efficiency or sales forecast reliability.
  • Assess sales tech stack and utilization of tools to make recommendations to improve.
  • Deliver a clear current-state assessment with prioritized recommendations.
• Build Operational Rigor (60 Days)
  • Establish a consistent weekly pipeline inspection and forecasting cadence with Sales leadership.
  • Implement clear pipeline hygiene standards, including stage criteria, aging thresholds, and close-date discipline.
  • Validate or refine territory and account assignment models.
  • Deliver actionable funnel, velocity, and win-rate insights by segment and rep cohort.
  • Partner with Business Systems to scope and prioritize CRM and workflow improvements.
  • Align with Enablement on changes requiring seller communication or reinforcement to drive best practice process and tool adoption.
• Establish Strong Operating Foundations (First 60–90 Days)
  • Own pipeline health, stage integrity, and inspection standards across the Direct Sales motion.
  • Lead a consistent forecasting cadence with Sales leadership, surfacing risk early and pressure-testing assumptions.
  • Stabilize territory design, account assignments, and quota coverage.
  • Audit CRM workflows and reporting to identify the highest-impact opportunities to reduce seller friction.
• Scale Predictability and Impact (90+ Days)
  • Consistently audit lead and opportunity adoption, pipeline health and forecast accuracy to provide timely coaching, boost forecast accuracy and enable confidence in numbers for Finance forecasting practice.
  • Assess territory, quota, and coverage framework aligned to growth plans. Make recommendations to improve if required.
  • Surface repeatable insights on ICP fit, deal quality, and conversion drivers.
  • Establish durable reporting and inspection views trusted by Sales leadership.
  • Create feedback loops to Marketing, Product, and Enablement based on field data.
  • Be viewed by Sales leadership as a trusted operational partner.
• Drive Predictability and Insight (3–6 Months)
  • Deliver clear, defensible forecasts trusted by Sales leadership and Finance.
  • Provide actionable insights on funnel performance, win rates, velocity, and deal quality by segment and rep cohort.
  • Diagnose performance gaps rooted in process, ICP fit, coverage, or deal quality — not coaching.
  • Partner with SDR Ops and Analytics to refine ICP definitions, account fit, and lead-to-opportunity handoffs.
  • Translate field insights into concrete recommendations for Marketing, Product, and Enablement.
• Scale and Optimize the Revenue Engine (6+ Months)
  • Own and evolve territory, quota, and capacity frameworks aligned to quarterly and annual planning cycles.
  • Maintain durable reporting and inspection views that support planning and decision-making.
  • Continuously improve CRM systems and workflows in partnership with Business Systems, ensuring adoption and seller trust.
  • Serve as a long-term operational partner to Sales leadership, balancing speed with discipline as the business scales.

Qualifications

• Proven examples from your career that show you can do this job.
• Experience building systems, driving alignment, and creating impact at scale.

Location

• This position can be located anywhere in the U.S.
• All positions will require up to 15 days of travel per year for company-wide events (typically January, May, September).

Compensation

• On-target earnings for this role range between $100,000 and $120,000 per year, depending on experience.
• Includes base salary and variable incentive compensation based on performance.
• Comprehensive benefits package upon hire, including ISOs, health insurance, 401(k) matching, and paid time off.

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.
• We strive to provide reasonable accommodations to qualified individuals with disabilities.

Pay Transparency

• Prioritize pay transparency, fairness, and equity to create a positive and inclusive work environment.
• Regularly review compensation practices to align with our values and goals.