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. The Sales Operations Manager – Direct Sales role is crucial for ensuring revenue generation clarity and predictability while supporting Sales leadership in maintaining a healthy pipeline and accurate forecasting.
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
- Be viewed by Sales leadership as a trusted operational partner
- 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
- ISOs
- Health insurance
- 401(k) matching
- Paid time off
Company Overview