--- title: 'Sales Development Manager at OpenSesame' canonical: 'https://feeny.ai/job/sales-development-manager-opensesame-remote-zd4x6csr4g5w' type: 'job' last_seen: '2026-10-24' --- # Sales Development Manager at OpenSesame - **Company:** OpenSesame - **Location:** Remote - **Work type:** remote - **Posted:** 2026-10-19 - **Last confirmed live:** 2026-10-24 - **Apply:** https://boards.greenhouse.io/opensesame/jobs/8302279?gh_jid=8302279 ## Job description ## About OpenSesame 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. Learn more: [www.opensesame.com/about](http://www.opensesame.com/about) ## About the Team OpenSesame is entering a new phase of growth — evolving from a product-led to a multi-product, AI-enhanced SaaS company. The Sales Development (SDR) team sits at the forefront of this transformation. As our Sales Development Manager you’ll lead the team that fuels our outbound pipeline, engages in meaningful conversations with L&D and HR leaders, and sets the standard for what modern, human-centered, AI-powered outbound looks like. ## About the Role This role is about more than managing activity. You’ll scale a predictable outbound engine, develop future sales talent, and redefine how OpenSesame connects with the market — through a balance of technology, creativity, and empathy. You’ll blend strategy and execution, building an SDR function that leverages AI tools to enhance research, messaging and timely coaching, while keeping the human touch at the heart of every interaction. You will work closely with Marketing, Partners, Sales, Enablement and RevOps, to turn insight into action — driving pipeline growth, process consistency, and professional development across the team. Reporting to the Director of GTM Operations, this is a highly visible leadership role with a direct impact on pipeline, revenue and GTM innovation. Performance Objectives First 30 Days - Orientation & Assessment - 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. Success by Day 30: Clear SDR performance baseline, planned approach for early optimizations, and a 10+% improvement in activity-to-meeting conversion through data-driven tweaks and workflow efficiency. By 60 Days - Optimization & Team Enablement - 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. Success by Day 60: SDRs are operating with greater precision and confidence, with 5-7% improvement in meeting-to-opportunity conversion rates, and new playbook adoption exceeding 90%. By 90 Days - Predicable Performance & Team Development - 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. Success by Day 90: A confident, data-driven SDR team operating with rhythm and accountability, contributing predictable pipeline and demonstrating measurable skill growth. By 180 Days - Scale & Systematize - 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 Success by Day 180: A fully optimized outbound function that blends automation and authenticity, with measurable improvements in pipeline quality, velocity, and conversion efficiency. Ongoing – Leadership, Growth & Continuous Improvement - 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. 12-Month Success Snapshot: - SDR team consistently achieving 110% of pipeline creation targets. - New hires consistently achieve 100% quota by month 3. - 25–30% improvement in outbound conversion rates year over year. - A well-documented, scalable outbound system embedded across GTM teams. - Visible talent progression, with multiple SDR-to-AE promotions. - A reputation for excellence, creativity, and modern outbound leadership 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. We use AI. For real. 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. Location: 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. Performance Driven: 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. Compensation: The base salary for this position generally ranges between $110,000 and $119,000, depending on experience, and is bonus eligible. On-target earnings (OTE) range from $157,000 to $170,000. 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: 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. 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. Pay Transparency: 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. CPRA (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 [privacy policy](https://www.opensesame.com/privacy) or the California Attorney General's website. We Care About Your Security: We’ve been made aware of a phishing scam involving individuals impersonating OpenSesame recruiters. All legitimate communication from our team will come from @opensesame.com email addresses. If you receive a suspicious message, please contact us directly at careers@opensesame.com. Your security matters to us, thank you for staying vigilant. ## About OpenSesame ## Company Overview - **One-liner**: OpenSesame provides a curated online training platform with over 60,000 courses in 70+ languages, helping organizations retrain their workforce for the age of AI. - **Entity Type**: Private (Series D) - **Headquarters**: Portland, Oregon, USA (remote-first) - **Founded**: 2011 - **Founders**: Not publicly available (CEO is Don Spear) ## Core Business - **Primary industry**: Corporate e‑learning / EdTech - **Target customers**: B2B – enterprises, mid‑market, and SMBs that need compliance, skills, and workforce‑reinvention training - **Mission**: “Workforce Reinvention in the age of AI” – integrated software, curated content, and expert services embedded into existing HR and learning systems. ## Products & Services - **OpenSesame Platform**: SaaS‑based learning management and course curation with 60,000+ pre‑vetted courses matched to roles, skills, and strategy. - **Simon (AI‑assisted custom course builder)**: Enables subject‑matter experts to build custom courses in under an hour using AI and learning science. - **Workforce Reinvention Executive Series**: Expert‑led guidance for CHROs on leading AI‑driven workforce transformation safely and at scale. ## Market Standing - **Valuation/Market Cap**: Not disclosed - **Key Metric**: Annual Revenue ~$29M (estimated); Total Funding $97M - **Notable Investors/Partners**: - JMI Equity (lead, Series D – $50M in 2021) - Altos Ventures, Partech, FTV Capital - **Growth Signals**: 226 employees; remote‑first global team across 9 countries; active job postings +33% monthly; strong LinkedIn following (21,671); product reviews 4.7/5; CEO Don Spear driving “Workforce Reinvention” narrative. ## Competitive Advantages - Largest pre‑vetted course library (60,000+) in 70+ languages with human curation and AI shortcuts. - Fully embedded into existing HR/LMS systems (integrated software, not a standalone tool). - AI‑powered custom course builder (Simon) reduces time from expert knowledge to course from weeks to under an hour. - Remote‑first culture that attracts global talent and lowers attrition. ## Strategic Focus - “Workforce Reinvention” in the AI era – helping CHROs and people leaders upskill and reskill employees safely and responsibly at scale. - Deepening AI capabilities (AI‑assisted curation, custom course generation) while maintaining quality and compliance. - Geographic expansion and hiring across Engineering, Data, AI, and Sales roles. ## Why Work Here - **Remote‑first culture**: Live and work where you thrive; offices in Portland and Austin, but most roles are fully remote. - **Comprehensive benefits**: Medical, dental, vision; 401k with 100% match up to 4%; flexible PTO; paid sick leave. - **Professional development**: Every employee receives 40 hours/year and a generous budget for learning. - **Volunteer Time Off (VTO)**: One day per year to give back. - **Inclusion & ERGs**: Active Employee Resource Groups with annual ERG Week. - **Recent ratings**: 3.7/5 on employer review sites (work‑life, compensation, culture, career). ## Sources 1. [opensesame.com/about/careers](https://www.opensesame.com/about/careers) 2. [opensesame.com](https://www.opensesame.com/) 3. [linkedin.com/company/opensesame](https://www.linkedin.com/company/opensesame) 4. 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