Sales Operations Manager

Sales Operations Manager – Direct Sales

About

OpenSesame is the trusted partner for Workforce Reinvention in the age of AI. We deliver integrated software, curated and customizable content, and expert services – embedded into existing learning, HR, and work systems – to help organizations expand their human+AI potential and thrive through change. The Revenue Operations team is the operational backbone and growth catalyst of OpenSesame.

Responsibilities

• 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 significant friction points impacting seller efficiency or sales forecast reliability.
• Assess sales tech stack and utilization of tools to make recommendations for improvement.
• Establish a consistent weekly pipeline inspection and forecasting cadence with Sales leadership.
• Implement clear pipeline hygiene standards.
• 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.
• 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.
• Consistently audit lead and opportunity adoption, pipeline health and forecast accuracy.
• Assess territory, quota, and coverage framework aligned to growth plans.
• 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.
• Deliver clear, defensible forecasts trusted by Sales leadership and Finance.
• Provide actionable insights on funnel performance, win rates, velocity, and deal quality.
• Diagnose performance gaps rooted in process, ICP fit, coverage, or deal quality.
• 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.
• 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.

Requirements

• Proven examples from your career that show you can do this job — that you’ve built systems, driven alignment, and created impact at scale.
• Self-starters with a track record of follow-through, curiosity, and results.
• Motivated to learn, comfortable with experimentation, and excited about how technology can make sales more human.
• Located anywhere in the U.S. Requires up to 15 days of travel per year for company-wide events.