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 & Strategic Leadership

• Continue developing the EMEA sales team through coaching, performance reviews, and career pathing.
• Lead with data: report on key GTM metrics (pipeline, win rate, forecast accuracy, deal velocity) to senior leadership.
• Institutionalize best practices for enterprise selling, deal orchestration, and account planning.
• Serve as the regional thought leader for HCM and learning technologies, representing OpenSesame at events and partner forums.
• Champion collaboration, transparency, and operational excellence across the EMEA GTM organization.

Success Metric: Sustained quota achievement and regional growth; recognized as a high-impact, cross-functional leader.

Location: This position can be based anywhere in EMEA (UK, Ireland, DACH, France, Benelux). We operate as a remote-first company, and invest in mandatory all-company meetings several times a year in addition to required team travel as necessary. This role requires regional travel across EMEA (approximately 25–30%) for customer meetings, team collaboration, and industry events.

Performance Driven: We're looking for self-starters with a track record of delivering excellent results, but we're highly selective about who we hire. We don't focus on typical job requirements; instead, we're interested in specific examples from your past experiences. 

Compensation: At OpenSesame, we offer a comprehensive benefits package to employees upon hire, including ISOs, health insurance, 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. 

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.

We Care About Your Security: We’ve been made aware of a phishing scam involving individuals impersonating OpenSesame recruiters. All legitimate communication from our team will come from @opensesame.com email addresses. If you receive a suspicious message, please contact us directly at [email protected]. Your security matters to us, thank you for staying vigilant.