OpenSesame - Sales Development Manager

• 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%. • Success by Day 60: • 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. • Success by Day 90: • 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. • Success by Day 180: • 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. • 110% of pipeline creation targets • New hires consistently achieve 100% quota by month 3. • 25–30% improvement in outbound conversion rates year over year. • 25–30% improvement in outbound conversion rates • A well-documented, scalable outbound system embedded across GTM teams. • Visible talent progression, with multiple SDR-to-AE promotions. • Visible talent progression • 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.