Note: The job is a remote job and is open to candidates in USA. OpenSesame is hiring a Sales Development Manager to lead and scale its outbound pipeline generation function. The role focuses on developing the SDR team, building AI-enhanced outbound systems, improving performance and conversion, and partnering across Marketing, Sales, Partners, Enablement, and RevOps.
Responsibilities
- Build a foundational understanding of OpenSesame’s go-to-market strategy, ideal customer profiles, and competitive landscape
- Audit existing SDR processes, messaging, and cadences across Gong Engage, Salesforce, and ZoomInfo
- Assess SDR performance metrics (activity → meeting, meeting → opportunity, velocity) and identify key bottlenecks
- Conduct 1:1s with every SDR, AE, and cross-functional partner to understand strengths, challenges, and development goals
- Deliver a baseline performance report and outline 2–3 high-impact quick wins to drive immediate improvement
- Outline an execution plan for automated inbound management
- Launch the first version of the AI-Enhanced Outbound Playbook, integrating tools like Gong Engage, Qualified, Clay, ZoomInfo and ChatGPT Enterprise to automate research, personalization drafts, lead qualification and post-call notes
- Coach SDRs on balancing automation with authentic outreach, reinforcing high-quality engagement and messaging consistency
- Partner with Marketing to launch 2–3 account-based outbound campaigns targeting top verticals and / or target account lists
- Engage with our Partner organization to improve and enhance our Partner lead processes
- Establish a weekly coaching rhythm using Gong analytics, call reviews, and performance dashboards to ensure feedback is timely and impactful
- Optimize existing dashboards that track inbound and outbound conversion, pipeline creation, and ROI in real time
- Establish a closed loop feedback process for capturing seller and sales leader insights in order to continuously improve SDR support
- Drive the SDR team to 100% attainment of monthly qualified opportunity targets, with top performers achieving full quota
- Partner with AEs and RevOps to refine qualification criteria and improve lead handoffs
- Refine account-based outbound campaigns and create campaign strategy framework for upcoming quarter in partnership with Marketing
- Introduce a development framework for SDR → AE progression, identifying high-potential talent for future roles
- Implement consistent reporting to the business demonstrating SDR impact on pipeline / revenue while providing analysis on MQL quality to improve Marketing ROI
- Strengthen remote team culture through consistent rituals — call-of-the-week breakdowns, win shares, and transparent leaderboard recognition
- Institutionalize a repeatable Outbound Operating System — including training guides, cadences, and KPI dashboards — to support new hire ramp and predictable team performance
- Achieve full team quota attainment (100%+ of sales qualified targets)
- Improve overall outbound conversion rates by 10%+ over baseline through targeted messaging, data refinement, and coaching
- Develop and document best practices for AI-assisted prospecting, ensuring consistency in quality and tone across the team
- Partner with Marketing to align outbound campaigns with product launches, develop top-of-mind thought leadership and improve campaign strategy
- Launch seller satisfaction survey framework to capture seller feedback on SDR performance
- Build a high-performance culture of accountability, curiosity, and career growth with proper incentive plans to support
- Continuously refine outbound strategies based on performance data and market shifts
- Promote SDRs into AE or other roles, building a visible talent pipeline across the revenue organization
- Collaborate cross-functionally to ensure outbound insights shape company-wide targeting and messaging
- Champion a balance of human connection and AI innovation in everything the team does
Skills
- 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're looking for self-starters with a track record of delivering excellent results
Benefits
- Bonus eligible
- 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
- Remote-first work arrangement; mandatory all-company meetings several times a year and required team travel as necessary
- Hands-on training with AI tools and clear guardrails to experiment responsibly
Company Overview