Overview
Sales Lead, EMEA – HCM / Learning & Development at OpenSesame. This role leads revenue growth in EMEA with a hands-on, player-coach approach and supervises a small team of Account Executives selling OpenSesame into mid-market and enterprise organizations.
About OpenSesame
OpenSesame is transforming workforce development with an AI-powered marketplace of 60,000+ 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.
About the Team
At OpenSesame, our EMEA Go-To-Market (GTM) team partners with enterprises across Europe to modernize learning strategies, build workforce capability, and scale culture through continuous learning. We collaborate across Sales, Customer Success, and Marketing to deliver customer outcomes, accelerate pipeline, and expand adoption of OpenSesame's solutions.
About the Job
We\'re hiring a Sales Lead, EMEA — a high-impact player-coach who will drive revenue while leading a small team of Account Executives selling OpenSesame into mid-market (1,000–5,000 employees) and enterprise (5,000+ employees) organizations. Reporting to the Senior Director, EMEA–APAC, you\'ll execute the regional go-to-market strategy, turning it into focused territory plans, consistent coaching, and repeatable pipeline growth. This role requires regional travel across EMEA (approximately 25–30%) for customer meetings, team collaboration, and industry events. This role requires you to be fluent in English + German or English + French.
Responsibilities & Milestones
1. First 30 Days – Orientation & Assessment
o Master OpenSesame\'s ICPs, value propositions, and key use cases across compliance, onboarding, upskilling, and leadership development.
o Complete onboarding for GTM tools and systems (Salesforce, Highspot, Gong, Outreach, ZoomInfo).
o Align with the Senior Director, EMEA–APAC on regional priorities, quotas, and enablement plans.
o Establish a consistent 1:1 and deal review cadence with your Account Executives.
o Build foundational knowledge of OpenSesame\'s integration capabilities (Workday, SAP SuccessFactors, Cornerstone, Degreed, Oracle, etc.).
2. By 60 Days – Early Execution & Alignment
o Achieve ≥3× pipeline coverage across both mid-market and enterprise segments.
o Launch 2+ executive-sponsored pursuits with mutually agreed business plans and clear next steps.
o Stand up structured deal reviews and forecast processes improving visibility and predictability.
o Deliver executive-level presentations to CHRO/CLO/CXO stakeholders demonstrating value articulation and ROI alignment.
o Partner cross-functionally with Customer Success and Marketing to accelerate regional pipeline creation.
3. By 90 Days – Execution & Initial Impact
o Close at least one new logo or expansion deal in both mid-market and enterprise segments. Forecast within ±10% of actuals and maintain disciplined pipeline hygiene.
o Embed MEDDICC/Challenger sales methodology across all active pursuits.
o Coach team members on multi-threading and executive engagement to improve win rates and cycle time.
o Partner with the Senior Director, EMEA–APAC to refine the regional go-to-market plan based on field learnings.
4. By 180 Days – Scalable Systems & Measurable Outcomes
o Build a repeatable operating rhythm that scales: quarterly business reviews, territory planning, and enablement alignment.
o Improve regional forecast accuracy to ±5%; increase average deal size by ≥10% while meeting and exceeding assigned sales targets.
o Launch a repeatable cross-functional playbook with Customer Success and Partner teams to expand pipeline generation.
o Drive measurable lift in regional ACV and win rates (+10–15%).
o Deliver actionable field feedback to inform enablement content, messaging, and pricing strategy.
5. Ongoing – Optimization & Strategic Leadership
o Continue developing the EMEA sales team through coaching, performance reviews, and career pathing.
o Lead with data: report on key GTM metrics (pipeline, win rate, forecast accuracy, deal velocity) to senior leadership.
o Institutionalize best practices for enterprise selling, deal orchestration, and account planning.
o Serve as the regional thought leader for HCM and learning technologies, representing OpenSesame at events and partner forums.
o Champion collaboration, transparency, and operational excellence across the EMEA GTM organization.
Location
This position can be based anywhere in EMEA (UK, Ireland, DACH, France, Benelux). We operate as a remote-first company, with mandatory all-company meetings several times a year and required team travel as necessary. This role requires regional travel across EMEA (approximately 25–30%).
Performance Driven
We are seeking self-starters with a proven track record of delivering results. We evaluate beyond typical job requirements, focusing on specific examples from past experiences.
Compensation
OpenSesame offers a comprehensive benefits package, including ISOs, health insurance, and paid time off. Compensation is determined based on market data and individual skills and experience.
Equal Employment Opportunity
OpenSesame is an Equal Employment Opportunity and Affirmative Action employer that values diversity. We do not discriminate based on protected characteristics and strive to provide reasonable accommodations to qualified individuals with disabilities. We may use your information for safety and security, and you can contact us for assistance or accommodations during the application process.
Pay Transparency
We prioritize pay transparency, fairness, and equity, regularly reviewing compensation practices to align with our values. We provide competitive and fair compensation based on skills, experience, and performance.
Security Reminder
We have issued a phishing scam alert. Legitimate communications from OpenSesame will come from @opensesame.com. If you receive a suspicious message, contact careers@opensesame.com.
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