Sales Operations Partner

Open Sesame is the trusted partner for Workforce Reinvention in the age of AI. Open Sesame delivers integrated software, curated and customizable content, and expert services – embedded into existing learning, HR, and work systems – to help organizations expand their human+AI potential and thrive through change.

The Revenue Operations team is the operational backbone and growth catalyst of Open Sesame. While others may see sales mechanics, we focus on something more fundamental: creating the clarity, discipline, and systems that allow revenue to scale responsibly and predictably.

We design and operate the processes, systems, and insights that connect strategy to execution — from first customer conversation through renewal. Our work ensures revenue flows efficiently, governance is strong, and customer experience remains consistent as the business grows.

We partner closely with Sales, Marketing, Customer Success, Finance, Partners, Legal, Enablement, and Business Systems to remove friction, enforce smart standards, and help teams move faster without cutting corners. This role sits at the intersection of data, process, technology, and judgment — turning complexity into momentum.

The Sales Operations Partner – Direct Sales is the operational backbone of the AE motion. This role exists to bring clarity, rigor, and predictability to how revenue is generated — without slowing sellers down.

Acting as a trusted partner to Sales leadership, this role ensures the pipeline is real, the forecast is defensible, and the data tells a clear story about what’s working, what’s at risk, and where to focus next. Rather than reacting to end-of-quarter surprises, the Sales Operations Partner proactively pressure-tests assumptions, surfaces insights, and helps the business scale with confidence.

• 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…