Sales Operations Manager

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. 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

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. When you look back a year from now, you’ll know you’ve made OpenSesame better, faster, and stronger because of your leadership.

Benefits

At OpenSesame, we offer a comprehensive benefits package to employees upon hire, including ISOs, health insurance, 401(k) matching, and paid time off. We carefully consider a wide range of compensation factors, relying on market data to determine compensation and consider your specific job family, background, skills, and experience.

Equal Employment Opportunity

We are 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, including criminal history, and strive to provide reasonable accommodations to qualified individuals with disabilities. We prioritize safety and security and may use your information accordingly, and you can contact us for assistance or accommodations during the job application process.

Pay Transparency

We prioritize pay transparency, fairness, and equity to create a positive and inclusive work environment, regularly reviewing our compensation practices to align with our values and goals. We provide competitive and fair compensation to our employees based on their skills, experience, and performance.

California Candidates

When you submit your application, OpenSesame may collect and use your personal information in accordance with our privacy policy and the CPRA. This may include personal details and employment history, and will only be used for employment-related purposes. We may share this information with third-party service providers, but we will not sell it to third parties. If you have any questions or concerns, please contact us, and for more information on your rights under the CPRA, refer to our privacy policy or the California Attorney General's website.