Note: The job is a remote job and is open to candidates in USA. OpenSesame is the trusted partner for Workforce Reinvention in the age of AI, delivering integrated software and expert services. The Sales Operations Manager – Direct Sales will ensure clarity and predictability in revenue generation, partnering closely with Sales leadership to optimize pipeline health and forecasting accuracy.
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
- Deliver a clear current-state assessment with prioritized recommendations
- 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
- 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
- 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
- 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
- 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
Skills
- Proven examples from your career that show you can build systems, drive alignment, and create impact at scale
- Self-starters with a track record of follow-through, curiosity, and results
- Motivated to learn, comfortable with experimentation, and excited about how technology can make sales more human
Benefits
- Comprehensive benefits package to employees upon hire
- ISOs
- Health insurance
- 401(k) matching
- Paid time off
Company Overview