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.

OpenSesame

Health Insurance

Equity / Stock Options

Paid Time Off

401(k) / Pension

Volunteer Time Off

Professional Development

Team Member Resource Groups

Flexible PTO

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.
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The OpenSesame Revenue Operations team is the operational backbone and growth catalyst of the company,  enabling our Go-To-Market teams to sell, serve, and scale with clarity and confidence. We design the systems, processes, and insights that turn strategy into execution and ensure revenue flows efficiently from first conversation to renewal.

We partner closely with Sales, Marketing, Customer Success, Partners, Finance, and Legal to remove friction, enforce smart governance, and create a consistent, high-quality customer experience. Our work blends data, process, technology, and judgment to help the business move faster, without cutting corners.

What makes our Revenue Operations team unique:

We embrace automation and AI to reduce manual work, surface insights faster, and scale best practices.

We invest deeply in operational excellence and continuous improvement, balancing speed with discipline.

We are systems thinkers and problem solvers, motivated by making complex processes simpler and more scalable.

We measure success by business outcomes: deal velocity, forecast accuracy, won revenue and customer experience.

We operate with an owner’s mindset, taking accountability for results, not just activity.

We do the right thing, even when it requires tough conversations or slowing down a deal to protect the business.

We communicate with clarity and credibility, serving as trusted advisors to GTM teams and leadership.

We believe the best results come from tight collaboration and shared learning, supporting one another through peer problem-solving, documentation, and knowledge-sharing so the entire organization gets better together.

About the Sales Operations Manager, Direct Sales role:

The Sales Operations Manager, Direct Sales is the operational partner responsible for helping the AE organization generate revenue with greater clarity, discipline, speed, and predictability.

This is a manager-level individual contributor role with no direct reports. The role partners closely with Sales leadership, Revenue Operations, Enablement, Finance, Business Systems, SDR, and Marketing to improve how the Direct Sales motion runs from lead and opportunity management through Closed Won.

This is not a reporting-only role or a tactical support desk. The right person will diagnose what is slowing sellers down, pressure-test pipeline and forecast assumptions, identify where process or data is breaking down, and lead operational changes that improve sales execution.

Success in this role means Sales leaders trust the forecast, managers have clear operating views, sellers understand what good looks like, and the business can see where the pipeline is healthy, where risk exists, and where to focus next.

Establish Clarity and Trust (First 30 Days)

Build a deep understanding of the Direct Sales motion, including lead flow, opportunity management, pipeline creation, forecast cadence, sales stages, handoffs, and performance drivers.

Establish strong relationships with Sales leadership, frontline managers, SDR Ops, Enablement, Finance, Marketing, Business Systems, and Analytics.

Audit lead and opportunity management processes to identify gaps in adoption, stage integrity, forecast visibility, seller efficiency, and manager accountability.

Assess pipeline health, CRM hygiene, forecast accuracy, close-date discipline, territory design, quota coverage, and seller tool adoption.

Identify the highest-impact opportunities to reduce seller friction through process simplification, automation, AI-enabled workflows, or better reporting.

Deliver a current-state assessment with prioritized recommendations, including quick wins and longer-term improvements.

Refine lead and opportunity workflows to improve pipeline quality, accountability, and forecast reliability.

Implement pipeline hygiene standards, including stage criteria, aging thresholds, next-step expectations, close-date discipline, and forecast category guidance.

Establish a consistent pipeline inspection and forecasting cadence with Sales leadership and frontline managers.

Build manager-owned operating rhythms so Sales Ops enables accountability without becoming the long-term owner of seller follow-up.

Deliver actionable insights on funnel conversion, sales velocity, win rates, stage progression, deal quality, and rep/segment performance.

Scope automation or AI-enabled opportunities that reduce manual work, improve data quality, or surface risk faster.

Partner with Business Systems and Enablement to support CRM/workflow improvements, rollout readiness, seller communication, and adoption.

Scale Predictability and Impact (90+ Days)

Own ongoing pipeline health, stage integrity, forecast inspection, and adoption standards across the Direct Sales motion.

Improve forecast confidence by identifying risk early and surfacing root causes tied to process, coverage, deal quality, seller behavior, or market dynamics.

Establish durable reporting and inspection views for sellers, managers, Sales leadership, Finance, and RevOps.

Assess territory, quota, capacity, and account coverage models; provide recommendations aligned to growth plans.

Surface repeatable insights on ICP fit, account prioritization, deal quality, source performance, and conversion drivers.

Build feedback loops with Marketing, SDR Ops, Partners, Product, Enablement, and CS based on field data and funnel performance.

Drive measurable improvements in tool adoption, seller efficiency, sales cycle visibility, pipeline quality, and forecast accuracy.

Be viewed by Sales leadership as a trusted operating partner who brings clarity, urgency, and practical solutions.

Own pipeline health, stage integrity, and inspection frameworks across the Direct Sales motion.

Lead or support weekly forecasting cadence with Sales leadership and frontline managers.

Pressure-test forecast assumptions using stage progression, deal aging, close-date movement, next steps, source quality, ICP fit, and historical conversion.

Identify forecast risk early and surface root causes tied to process, coverage, deal quality, seller behavior, or market dynamics.

Sales Process, Tool Adoption & Change Management

Diagnose seller friction across CRM workflows, sales tools, lead/opportunity processes, and handoffs.

Build scalable processes that improve seller productivity without creating unnecessary administrative burden.

Drive adoption of core sales tools and processes through stakeholder alignment, enablement, manager reinforcement, and adoption tracking.

Partner with Enablement to create clear, practical training and reinforcement materials.

Identify opportunities to use automation and AI-enabled workflows to reduce manual work, improve data quality, and surface insights faster.

Partner with Business Systems, Analytics, and Enablement to scope, test, and roll out workflows that improve seller and manager productivity.

Explore use cases such as CRM update support, call/note summarization, pipeline risk detection, qualification validation, account prioritization, manager inspection summaries, executive forecast summaries, and seller prep automation.

Measure whether automation and AI-enabled workflows improve adoption, efficiency, pipeline quality, forecast confidence, or sales cycle performance.

Territory, Quota, Capacity & Account Strategy

Design, maintain, and recommend improvements to territory and account assignment models.

Partner with Sales leadership, Finance, Analytics, and SDR Ops on quota modeling, capacity planning, and coverage analysis.

Evaluate account potential, whitespace, greenspace, ICP fit, historical performance, pipeline coverage, rep capacity, and segment dynamics.

Support quarterly and annual planning through scenario modeling and data-backed recommendations.

Analyze sales cycle, conversion rates, win rates, velocity, source performance, and deal quality by segment, source, territory, and rep cohort.

Diagnose performance gaps rooted in process, ICP fit, coverage, source quality, handoff quality, or deal execution patterns.

Translate complex data into clear recommendations for Sales leadership and cross-functional partners.

Build executive-ready narratives that explain what happened, why it happened, what is at risk, and what action should be taken.

Serve as the business owner for Direct Sales process requirements while partnering with Business Systems on technical configuration and implementation.

Translate field needs into clear business requirements.

Support UAT, rollout readiness, seller communication, and post-launch adoption tracking.

Ensure systems changes are practical, scalable, and aligned to how sellers and managers actually work.

You might notice we don’t have the typical list of requirements and buzzwords here. That’s intentional.

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.

Although it should go without saying (but it doesn’t), OpenSesame is an equal opportunity employer and we strive to create a welcoming, inclusive environment that celebrates diversity.

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). 

: We’re looking for 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. 

: On-target earnings for this role range between $135,000 and $150,000 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. 

 Benefits include comprehensive medical, dental, and vision coverage, flexible PTO, 401(k) matching, incentive stock options, volunteer time off, Employee Resource Groups, and a generous professional development program with dedicated annual time off for learning and growth.

 Every team at OpenSesame works with AI tools daily, not as a buzzword, but as practice. You'll build fluency that most companies are still talking about adopting, with hands-on training and clear guardrails to experiment responsibly. AI amplifies your creativity and judgment. It doesn't replace them. The skills you build here travel with you.

: 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. 

: At OpenSesame, 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

 or the California Attorney General's website.

Travel Required

Experience Requirement

OpenSesame is seeking a Sales Operations Manager for its Direct Sales motion. The role focuses on improving pipeline health, forecast accuracy, and sales execution through process optimization, CRM management, and the integration of AI-enabled workflows to drive revenue predictability.

Sales

Remote

Sales Operations Manager, Direct Sales

Full Time

The OpenSesame Revenue Operations team is the operational backbone and growth catalyst of the company, enabling our Go-To-Market teams to sell, serve, and scale with clarity and confidence. We design the systems, processes, and insights that turn strategy into execution and ensure revenue flows efficiently from first conversation to renewal.

 to reduce manual work, surface insights faster, and scale best practices.

operational excellence and continuous improvement

, motivated by making complex processes simpler and more scalable.

 — deal velocity, forecast accuracy, won revenue and customer experience.

, taking accountability for results, not just activity.

, serving as trusted advisors to GTM teams and leadership.

, supporting one another through peer problem-solving, documentation, and knowledge-sharing so the entire organization gets better together.

About the Sales Operations Manager, Channel & Partnerships role:

Sales Operations Manager, Channel & Partnerships

 is the operational partner responsible for helping OpenSesame scale its partner business with greater clarity, efficiency, accountability, and predictability.

This role partners closely with Strategic Partner Managers, Partner Development, the Partner Program Manager, Revenue Operations, Sales, Finance, Business Systems, Legal, Enablement, Marketing, and Product to improve how partner-sourced, partner-influenced, reseller, OEM, referral, and co-sell motions operate from partner lead submission through quote-to-cash.

This is a manager-level individual contributor role with no direct reports. The role requires manager-level judgment, strong business partnership, analytical depth, and the ability to influence change through process, data, systems, automation, and AI-enabled workflows. This is not a reporting-only role or a tactical support desk. The right person will diagnose partner process friction, improve tool adoption, clarify ownership, strengthen partner attribution, and turn messy data into actionable insights that help the partner business grow.

Success in this role means partner leaders trust the data, Partner Sales Managers have clear operating views, partners submit leads through the right platform, quote-to-cash processes are understood, and leadership can clearly see what is working, what is at risk, and where to focus next.

Within 30 Days: Understand, Diagnose, and Prioritize

Build a deep understanding of OpenSesame’s partner ecosystem, including reseller, OEM, referral, partner-sourced, partner-influenced, and co-sell motions.

Establish strong relationships with Partner Sales Managers, Partner Development, the Partner Program Manager, Sales, Finance, Business Systems, Legal, Enablement, Marketing, Product, and RevOps.

Audit current partner lead submission, routing, attribution, opportunity management, handoff, reporting, and quote-to-cash processes.

Assess adoption and utilization of key partner tools and workflows, including Euler, Crossbeam, Salesforce, Gong, Looker, ZoomInfo, Clay, and related GTM systems.

Identify friction points impacting partner lead submission, partner visibility, SPM productivity, reporting accuracy, quote-to-cash execution, and forecast confidence.

Deliver a current-state assessment with prioritized recommendations, including quick wins and longer-term operating improvements.

Within 60 Days: Improve Process, Visibility, and Adoption

Refine partner lead and opportunity workflows to improve routing accuracy, attribution, pipeline visibility, and accountability.

Establish clearer standards for partner lead submission through Euler, including required fields, SLAs, review process, ownership, and follow-up expectations.

Improve use of Crossbeam to support account mapping, overlap analysis, co-sell opportunity identification, partner prioritization, and joint pipeline visibility.

Build or improve reporting views for Partner Sales Managers, Partner Development, Partner Program leadership, Sales leadership, Finance, and RevOps.

Partner with Business Systems to scope CRM, Euler, Crossbeam, and workflow improvements that reduce manual work and improve data quality.

Identify automation or AI-enabled opportunities to streamline partner operations, improve lead hygiene, summarize partner performance, or surface pipeline risk faster.

Align with Enablement and the Partner Program Manager on internal and partner-facing communication, training, and adoption reinforcement.

Beyond 90 Days: Scale Partner Operations and Strategic Impact

Own ongoing operational health across partner lead submission, attribution, opportunity management, reporting, and quote-to-cash workflows.

Build durable reporting that helps leadership understand partner pipeline quality, conversion, revenue contribution, account overlap, and growth opportunities.

Surface insights on partner performance, partner fit, source quality, deal velocity, conversion, attribution, and partner profitability.

Support Partner Development with data-backed insights to identify, prioritize, and evaluate potential new partners.

Support Partner Sales Managers with clear views into partner account activity, pipeline, performance, whitespace, and expansion opportunities.

Partner with Finance, Legal, Deal Desk, and Sales to improve operational clarity across OEM and reseller quote-to-cash processes.

Drive measurable improvements in tool adoption, workflow efficiency, partner lead compliance, reporting accuracy, and partner pipeline visibility.

Be viewed by Partner leadership as a trusted operating partner who brings clarity, urgency, and practical solutions.

Partner Pipeline, Attribution & Rules of Engagement

Own operational visibility into partner-sourced, partner-influenced, reseller, OEM, referral, and co-sell pipeline.

Improve partner lead submission, routing, tracking, and attribution across Euler, Crossbeam, Salesforce, and related systems.

Support and operationalize partner attribution rules, including source, influence, referral, reseller, OEM, and co-sell motions.

Help maintain partner rules of engagement, including lead submission requirements, ownership, AE/SPM handoff expectations, response SLAs, conflict resolution, and exception handling.

Identify attribution gaps, duplicate submissions, unclear ownership, inconsistent crediting, stale opportunities, or missing partner data.

Drive adoption of partner tools and workflows by making processes clear, useful, and easy to follow for internal teams and external partners.

Diagnose friction across Euler, Crossbeam, Salesforce, reporting, handoffs, and quote-to-cash workflows.

Partner with Business Systems, Analytics, and Enablement to scope, test, and roll out system or workflow improvements.

Explore use cases such as partner performance summaries, lead quality checks, account overlap insights, partner QBR prep, pipeline risk alerts, quote-to-cash prompts, and executive reporting.

Reporting, Analytics & Strategic Insights

Build and maintain reporting that helps Partner leadership understand what is working, what is at risk, and where to focus.

Analyze partner pipeline, conversion, sales cycle, win rates, deal velocity, source quality, attribution, account overlap, and revenue contribution.

Support partner QBRs, business reviews, annual planning, and performance discussions with clear, data-backed insights.

Translate messy or incomplete data into executive-ready recommendations: what changed, why it changed, what is at risk, and what action is recommended.

Partner Program, Planning & Growth Support

Support the Partner Program Manager with operational infrastructure for partner tiers, program rules, incentives, enablement, compliance, and performance measurement.

Support Partner Development with analysis to identify and prioritize prospective partners based on fit, account overlap, market opportunity, and revenue potential.

Support Partner Sales Managers in managing and expanding partner relationships through account visibility, pipeline insights, partner activity reporting, and process clarity.

Build visibility across the partner lifecycle, including recruitment, onboarding, enablement, activation, pipeline creation, revenue contribution, and expansion.

Quote-to-Cash & Cross-Functional Operations

Build operational understanding of quote-to-cash requirements across OEM, reseller, referral, and other partner motions.

Partner with Finance, Legal, Deal Desk, Business Systems, and Sales to clarify requirements, reduce friction, and improve handoffs.

Improve visibility into partner deal economics, including discounts, reseller margins, referral fees, OEM terms, payment obligations, and revenue recognition considerations where applicable.

Translate business needs into clear requirements for process, reporting, systems, and enablement improvements.

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.

Every team at OpenSesame works with AI tools daily, not as a buzzword, but as practice. You'll build fluency that most companies are still talking about adopting, with hands-on training and clear guardrails to experiment responsibly. AI amplifies your creativity and judgment. It doesn't replace them. The skills you build here travel with you.

This position can be based anywhere in the US. We operate as a remote-first company, and invest in mandatory all-company meetings several times a year in addition to required team travel as necessary.

We're looking for self-starters with a track record of delivering excellent results, but we're highly selective about who we hire. We don't focus on typical job requirements, instead, we're interested in specific examples from your past experiences. All positions can be based anywhere in the US, and require up to 15 days of travel per year, with senior management and leadership teams requiring up to 35 days.

OpenSesame is seeking a Sales Operations Manager for Channel & Partnerships to scale its partner business. The role focuses on optimizing partner-sourced and co-sell motions, managing tools like Salesforce, Crossbeam, and Euler, and refining the quote-to-cash process. This is a manager-level individual contributor role driving operational efficiency and data-backed insights.

Learning & Development Budget

Medical, Dental & Vision Insurance

The Partner Marketing Manager leads the strategy and execution of integrated marketing programs that grow OpenSesame’s indirect business. This role activates priority partners’ installed bases and prospects, creates demand through partner-specific and vertical campaigns, and helps convert that demand into sales-accepted leads, qualified pipeline, and bookings.

The role collaborates closely with the Partners team, Sales, Product Marketing, Content, Field and Account-Based Marketing, and GTM Operations to connect partner priorities to scalable go-to-market programs and measurable business outcomes.

While you are strategically capable, you love to roll up your sleeves and manage the details required to bring programs to life. You translate joint priorities into clear audiences, messages, campaigns, conversion paths, and measurable outcomes, actively driving the work from planning through execution and optimization.

You build trust with internal stakeholders and external partners, bring structure to a complex partner ecosystem, and maintain the judgment to prioritize high-impact work. You can set thoughtful boundaries around ad hoc requests and reshape activities that do not support shared business goals.

Success is measured by marketing-attributable indirect bookings generated through partner campaigns. Beyond delivering results, you will be seen as a critical collaborator across the Partners and Marketing teams, known for making priorities clearer, execution easier, and joint programs more effective.

 Plan, execute, and optimize marketing programs in alignment with partner overall annual and quarterly plans that generate partner-sourced and partner-influenced pipeline and bookings. Activate priority partners’ installed bases and prospects through co-marketing, account-based programs, vertical campaigns, email, webinars, events, marketplace motions, landing pages, and other channels. Manage applicable marketing development funds, including plans, utilization, compliance, and performance reporting.

Partner-Rep Activation and Marketing-in-a-Box:

 Equip Strategic Partner Managers (SPMs) and partner field teams with scalable campaigns, better-together messaging, campaign kits, events, target-account plays, engagement flows, product and launch communications, and clear referral pathways. Make it easy for partner representatives to identify opportunities, engage their audiences, and take the next action.

 Ensure OpenSesame’s partner value and better-together stories are clearly and consistently represented across the company’s marketing programs and channels. Collaborate with Product Marketing, Content, Field and ABM, and other teams to translate partner capabilities, launches, and customer value into compelling messaging, content, and market-facing experiences.

 Serve as the marketing counterpart to the Partners team. Establish shared briefs, planning cadences, roles, handoffs, service levels, and decision criteria so Partner Marketing and SPMs work from one-market priority and one-funnel plan.

Operational Effectiveness and Revenue Measurement:

 Set campaign goals and reporting cadences in partnership with GTM Operations. Track referral and non-referral leads, MQLs, SALs, opportunities, pipeline, sourced revenue, expansion revenue, engagement, and conversion rates by partner and program. Translate performance into clear optimization and investment decisions.

Personal Effectiveness and AI Utilization:

 Build repeatable, scalable programs and be an organized, proactive cross-functional partner. Apply AI to account and audience research, personalization, partner-specific content adaptation, campaign development, analysis, reporting, and workflow efficiency.

Specific performance targets will be established with leadership after the partner funnel baseline has been validated.

First 30 Days: Execute, Learn & Evaluate As You Go

 Seamlessly take ownership of in-flight work while building a strong understanding of the partner ecosystem, current priorities, and performance.

 Quickly transition ownership of current partner marketing programs, campaigns, and partner commitments, establishing clear priorities and driving existing work forward with minimal disruption.

Build an understanding of partner tiers, strategic priorities, key audiences, existing programs, and the role each partner plays in OpenSesame’s growth strategy.

Meet with Strategic Partner Managers, Sales, Product Marketing, Content, Field and ABM, GTM Operations, and other key collaborators to understand goals, current commitments, ways of working, and immediate needs.

 Review available funnel and campaign performance to establish initial context around what is working, where challenges exist, and which areas require deeper evaluation.

Align with leadership and key partners on the most important near-term deliverables, risks, and decisions requiring attention.

 Assess performance by partner and motion across indirect non-referral leads, MQLs, SALs, opportunities, pipeline, revenue, expansion, engagement, and conversion rates. Identify the largest leaks, with particular attention to lead-to-SAL conversion.

Ownership and status tracker for all in-flight partner marketing programs, campaigns, and commitments.

Documented near-term priorities, milestones, risks, and dependencies.

Initial partner ecosystem and stakeholder overview, including key objectives and ways of working.

30-day execution plan for advancing immediate priorities and addressing urgent needs.

Partner marketing current-state assessment and opportunity map.

Baseline partner funnel scorecard and agreed metric definitions.

Prioritized 90-day roadmap, request-intake criteria, and recommended quick wins.

Days 31–60: Build the System and Launch Pilots

 Turn alignment into focused campaigns and establish the operating cadence needed to convert demand.

 Select priority partners, verticals, accounts, audiences, offers, calls to action, and conversion paths. Build campaign briefs that connect partner value propositions to OpenSesame solutions and measurable funnel targets.

 Review partner tiers, current plans, active and planned campaigns, installed-base and prospect access, target-account lists, partner assets, events, MDF, referral motions, and marketplace opportunities.

 Equip Strategic Partner Managers with the messaging, engagement flows, target-account plays, campaign kits, and referral guidance needed to activate partner field teams alongside the market-facing pilots.

 Put campaign tracking, routing, follow-up expectations, and weekly MQL-to-SAL-to-opportunity reviews in place with GTM Operations and Sales.

OpenSesame is seeking a Marketing Manager, Partnerships to lead the strategy and execution of integrated marketing programs to grow indirect business. The role focuses on activating partner installed bases, generating demand through vertical campaigns, and converting leads into bookings using AI-powered tools.

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