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OpenSesame · 3 months ago

Sales Development Manager

United States

Full-time

Remote

Mid, Senior Level

$110K/yr - $119K/yr

OpenSesame is a company focused on enhancing employee skills through training programs. The Sales Development Manager will lead a team to drive outbound pipeline growth, engage with L&D and HR leaders, and implement AI tools to optimize the sales process while maintaining a human-centered approach.

EdTechEducationVirtual Workforce

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

Qualification

Sales DevelopmentAI Tools IntegrationCoachingPerformance Metrics AnalysisAccount-Based CampaignsGong AnalyticsSalesforceZoomInfoTeam LeadershipCommunication Skills