[Hiring] Sales Operations Manager @OpenSesame

Role Description

The Sales Operations Manager, Direct Sales is the operational partner responsible for helping the AE organization generate revenue with greater clarity, discipline, speed, and predictability. This is a manager-level individual contributor role with no direct reports. The role partners closely with Sales leadership, Revenue Operations, Enablement, Finance, Business Systems, SDR, and Marketing to improve how the Direct Sales motion runs from lead and opportunity management through Closed Won.

This is not a reporting-only role or a tactical support desk. The right person will:

• Diagnose what is slowing sellers down.
• Pressure-test pipeline and forecast assumptions.
• Identify where process or data is breaking down.
• Lead operational changes that improve sales execution.

Success in this role means:

• Sales leaders trust the forecast.
• Managers have clear operating views.
• Sellers understand what good looks like.
• The business can see where the pipeline is healthy, where risk exists, and where to focus next.

Performance Objectives

• Establish Clarity and Trust (First 30 Days)
  • Build a deep understanding of the Direct Sales motion.
  • Establish strong relationships with Sales leadership and other teams.
  • Audit lead and opportunity management processes.
  • Assess pipeline health and CRM hygiene.
  • Identify opportunities to reduce seller friction.
  • Deliver a current-state assessment with prioritized recommendations.
• Build Operational Rigor (60 Days)
  • Refine lead and opportunity workflows.
  • Implement pipeline hygiene standards.
  • Establish a consistent pipeline inspection and forecasting cadence.
  • Build manager-owned operating rhythms.
  • Deliver actionable insights on funnel conversion and sales performance.
  • Scope automation or AI-enabled opportunities.
  • Partner with Business Systems and Enablement for CRM improvements.
• Scale Predictability and Impact (90+ Days)
  • Own ongoing pipeline health and forecast inspection.
  • Improve forecast confidence by identifying risk early.
  • Establish durable reporting and inspection views.
  • Assess territory and quota models.
  • Surface repeatable insights on account performance.
  • Build feedback loops with cross-functional teams.
  • Drive measurable improvements in sales metrics.

Ongoing Responsibilities

• Pipeline, Forecasting & Deal Inspection
  • Own pipeline health and stage integrity.
  • Lead weekly forecasting cadence.
  • Pressure-test forecast assumptions.
  • Identify forecast risk early.
• Sales Process, Tool Adoption & Change Management
  • Diagnose seller friction across workflows.
  • Build scalable processes for seller productivity.
  • Drive adoption of core sales tools.
  • Partner with Enablement for training materials.
• Automation, AI & Seller Efficiency
  • Identify opportunities for automation and AI.
  • Partner with teams to scope and roll out workflows.
  • Measure improvements from automation initiatives.
• Territory, Quota, Capacity & Account Strategy
  • Design and recommend improvements to territory models.
  • Partner on quota modeling and capacity planning.
  • Evaluate account potential and performance.
  • Support planning through scenario modeling.
• Performance & Funnel Analytics
  • Analyze sales cycle and performance metrics.
  • Diagnose performance gaps.
  • Translate data into clear recommendations.
  • Build executive-ready narratives.
• Business Systems Partnership
  • Serve as the business owner for Direct Sales process requirements.
  • Support UAT and rollout readiness.
  • Ensure systems changes are practical and scalable.

Qualifications

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

Compensation

• On-target earnings range between $135,000 and $150,000 per year.
• Includes base salary and variable incentive compensation based on performance.

Benefits

• Comprehensive medical, dental, and vision coverage.
• Flexible PTO.
• 401(k) matching.
• Incentive stock options.
• Volunteer time off.
• Employee Resource Groups.
• Generous professional development program.