Sales Operations Partner
About the role
The Sales Operations Partner – 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.
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 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.
- 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.
- 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.
- 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.
- 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.
- Create feedback loops to Marketing, Product, and Enablement based on field data.
- Be viewed by Sales leadership as a trusted operational partner.
- 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.
Skills
Self-starters with a track record of follow-through, curiosity, and results. We don't hire based on a checklist — 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.
Benefits
- Comprehensive medical, dental, and vision coverage
- Flexible PTO
- 401(k) matching
- Incentive stock options
- Volunteer time off
- Employee Resource Groups
- A generous professional development program with dedicated annual time off for learning and growth
Pay and Schedule
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. 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.
Location
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).
Equal Employment Opportunity
OpenSesame is 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.