Sales Lead, EMEA (HCM / Learning & Development)

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.

Learn more: www.opensesame.com/about

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.

Performance Objectives

First 30 Days – Orientation & Assessment

• Master OpenSesame’s ICPs, value propositions, and key use cases across compliance, onboarding, upskilling, and leadership development.
• Complete onboarding for GTM tools and systems (Salesforce, Highspot, Gong, Outreach, ZoomInfo).
• Align with the Senior Director, EMEA–APAC on regional priorities, quotas, and enablement plans.
• Establish a consistent 1:1 and deal review cadence with your Account Executives.
• Build foundational knowledge of OpenSesame’s integration capabilities (Workday, SAP SuccessFactors, Cornerstone, Degreed, Oracle, etc.).

Success Metric: Readiness to fully own the pipeline and lead coaching sessions by Day 30.

By 60 Days – Early Execution & Alignment

• Achieve ≥3× pipeline coverage across both mid-market and enterprise segments.
• Launch 2+ executive-sponsored pursuits with mutually agreed business plans and clear next steps.
• Stand up structured deal reviews and forecast processes improving visibility and predictability.
• Deliver executive-level presentations to CHRO/CLO/CXO stakeholders demonstrating value articulation and ROI alignment.
• Partner cross-functionally with Customer Success and Marketing to accelerate regional pipeline creation.

Success Metric: 3× pipeline coverage; ≥90% forecast accuracy; measurable improvement in AE call quality (Gong/Chorus insights).

By 90 Days – Execution & Initial Impact

• 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.
• Embed MEDDICC/Challenger sales methodology across all active pursuits.
• Coach team members on multi-threading and executive engagement to improve win rates and cycle time.
• Partner with the Senior Director, EMEA–APAC to refine the regional go-to-market plan based on field learnings. 

Success Metric: Closed initial wins; ≥20% improvement in opportunity-to-close conversion.

By 180 Days – Scalable Systems & Measurable Outcomes

• Build a repeatable operating rhythm that scales: quarterly business reviews, territory planning, and enablement alignment.
• Improve regional forecast accuracy to ±5%; increase average deal size by ≥10% while meeting and exceeding assigned sales targets.
• Launch a repeatable cross-functional playbook with Customer Success and Partner teams to expand pipeline generation.
• Drive measurable lift in regional ACV and win rates (+10–15%).
• Deliver actionable field feedback to inform enablement content, messaging, and pricing strategy.

Success Metric: Consistent quota attainment across team; pipeline growth ≥25%; adoption of structured sales framework across EMEA.

Ongoing – Optimization & Strategi