Sales Operations Manager

About OpenSesame

OpenSesame is the trusted partner for Workforce Reinvention in the age of AI. OpenSesame delivers 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.

About the Revenue Operations Team

The Revenue Operations team is the operational backbone and growth catalyst of OpenSesame. While others may see sales mechanics, we focus on something more fundamental: creating the clarity, discipline, and systems that allow revenue to scale responsibly and predictably.

We design and operate the processes, systems, and insights that connect strategy to execution — from first customer conversation through renewal. Our work ensures revenue flows efficiently, governance is strong, and customer experience remains consistent as the business grows.

We partner closely with Sales, Marketing, Customer Success, Finance, Partners, Legal, Enablement, and Business Systems to remove friction, enforce smart standards, and help teams move faster without cutting corners. This role sits at the intersection of data, process, technology, and judgment — turning complexity into momentum.

About the Sales Operations Manager– Direct Sales

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.