Sales Operations Manager

OpenSesame is transforming workforce development with an AI-powered marketplace of skill-building courses and learning pathways. We help organizations build skills and stay compliant through a high-quality content catalog, seamless LMS/LXP integrations, and advanced capabilities like skills-based curation and multilingual content creation. More than 2,000 companies, including 150+ of the Global 2000, rely on OpenSesame to develop the world's most productive and admired workforces.

About the Revenue Operations Team

The Revenue Operations team is the operational backbone and growth catalyst of OpenSesame. We focus on 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 Role

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. 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.

What We Value

We're looking for proven examples from your career that show you can do this job — that you've built systems, driven alignment, and created impact at scale. We hire for potential, drive, and evidence of performance. If you're motivated to learn, comfortable with experimentation, and excited about how technology can make sales more human, you'll fit right in.

Location & Travel

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).

Pay

On-target earnings for this role range between $100,000 and $120,000 per year, depending on experience, which includes base salary and variable incentive compensation based on performance.

Benefits

• ISOs (Incentive Stock Options)
• Health insurance
• 401(k) matching
• Paid time off