Sales Development Representative

OpenSesame; California; On-site; USD 66,300 - 90,420; Full time

Benefits offered by this job

Medical, dental, vision coverage

Flexible PTO

401(k) matching

RSUs / ISO incentives

Volunteer time off

Professional development program

Job summary

OpenSesame, a leader in workforce reinvention, is seeking a driven Sales Development Representative to join our growing SDR team. You will design and execute outbound prospecting campaigns, partnering with Account Executives to create qualified conversations with HR, Learning, and Talent leaders around the globe.

Utilize AI-powered tools such as Gong Engage, Qualified, ZoomInfo Co-pilot, LinkedIn Sales Navigator, and ChatGPT Enterprise to achieve personalized, data-informed outreach while

Qualifications

• Experience with outbound sales in B2B SaaS is preferred.
• Ability to balance automation with authentic personalization.
• Familiarity with AI-driven sales tools.

Responsibilities

• Collaborate with Account Executive to build strategic account lists and territory plans.
• Execute account-based outbound strategies aligned with Marketing and AE priorities.
• Research accounts and personalize outreach using Gong Engage, Qualified, LinkedIn Navigator, and ZoomInfo Co-pilot.
• Maintain accurate records of prospecting activity in Salesforce.
• Apply AI-assisted workflows to improve speed and quality of outreach.

Tools

Gong Engage

Qualified

ZoomInfo Co-pilot

LinkedIn Sales Navigator

ChatGPT Enterprise

Job description

OpenSesame is the trusted partner for Workforce Reinvention in the age of AI. OpenSesame 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 OpenSesame Sales Development team is the outbound growth engine of the company — fueling conversations that help organizations transform learning and development. We collaborate, experiment, and constantly learn from each other in a high-performance, team-oriented environment that blends data, curiosity, and authenticity.

What makes our Sales Development team unique:

• We invest deeply in both professional and personal growth.
• We are lifelong learners, passionate about making work and learning easier for our customers.
• We measure success by the success of our prospects and customers.
• We operate with the mindset of owners — grounded in honesty, integrity, and accountability.
• We do the right thing, even when it’s the hard thing.
• We communicate the value of OpenSesame with clarity and empathy — always with the customer’s success at the center.
• We believe in the power of teamwork — supporting each other through peer coaching, shared insights, and collaborative problem-solving so the entire team gets better together.

About the Role

We’re seeking a driven, curious, and tech-savvy Sales Development Representative to join our growing team. This role is ideal for someone looking to build a long-term career in B2B SaaS sales while being part of a forward-thinking team that uses AI and automation to work smarter, not harder.

As an SDR, you’ll partner closely with Account Executives to design and execute strategic outbound prospecting campaigns that create meaningful, qualified conversations with HR, Learning, and Talent leaders across the globe. You’ll learn how to balance automation with authenticity — using cutting-edge tools like Gong Engage, Qualified, ZoomInfo Co-pilot, LinkedIn Sales Navigator, and ChatGPT Enterprise to drive outbound excellence.

You’ll master the art of personalized, data-informed outreach while leveraging automation to focus on what really matters: connecting with people and helping them solve real business challenges.

Performance Objectives:

Within 30 Days:

• Complete OpenSesame’s Sales Development onboarding and training program.
• Learn how OpenSesame goes to market and become familiar with our products, industry, and ideal customer profile (ICP).
• Demonstrate mastery of OpenSesame’s core messaging and discovery framework through live call certification or mock calls with manager.”
• Shadow peers and participate in Gong Engage call reviews to learn what world-class conversations sound like.
• Collaborate with your Account Executive to build your strategic account list and understand your territory plan.

Within 60 Days:

• Begin executing account-based outbound strategies that align with Marketing campaigns and AE priorities.
• Use tools like Gong Engage, Qualified, ZoomInfo Co-pilot, and LinkedIn Sales Navigator to research accounts, identify key stakeholders, and personalize outreach.
• Apply AI-assisted workflows to automate research and first-pass messaging — while maintaining genuine personalization in calls and emails.
• Meet or exceed your ramp goals for meetings set and activities completed.

Within 90 Days:

• Consistently meet or exceed daily and weekly activity goals for calls, personalized emails, and meaningful conversations; includes building personalized outreach flows with a multi-channel approach.
• Maintain accurate records of all prospecting activity, contacts, and lead statuses within Salesforce.
• Use Gong analytics to self-assess and improve call performance.
• Collaborate closely with your AE to drive high-quality handoff, resulting in achieving benchmark conversion from meeting to SAL and measurable pipeline creation.
• Provide valuable feedback to Marketing stakeholders on inbound lead quality and campaign messaging.

Within 120 Days:

• Earn your OpenSesame Sales Development Certification by demonstrating mastery of messaging, product knowledge, and process.
• Achieve full quota attainment for meetings set and influenced pipeline.
• Build trusted relationships with Account Executives through consistent, high-quality collaboration.
• Contribute to outbound innovation by sharing insights, testing new messaging approaches, and helping refine the SDR AI playbook.

Location:

This position can be located anywhere in the U.S. All positions will require up to 15 days of travel per year for company-wide events (typically January, May, September).

Performance Driven

We’re looking for self-starters with a track record of follow-through, curiosity, and results. We don’t hire based on a checklist — we hire for potential, drive, and evidence of performance. If you’re motivated to learn, comfortable with experimentation, and excited about how technology can make sales more human, you’ll fit right in.

Compensation

On-target earnings for this role is $78,000 per year, which includes base salary and variable incentive compensation based on performance. At OpenSesame, we offer a comprehensive benefits package to employees upon hire, including ISOs, health insurance, 401(k) matching, and paid time off. 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.

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.

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 or the California Attorney General's website.

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