OpenSesame
Sales Development Manager
About this role
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 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