About OpenSesame 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. Learn more: www.opensesame.com/about About the team 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 range between $78,000 and $82,500 per year, depending on experience, 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. 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.

Role Description As our first Sales Development Representative (SDR), you are the frontline of Ignis. Your goal is simple but vital: find the people who need our technology and get them into a room with our sales leadership. While many SDR roles are about high-volume "smiling and dialing," this role requires a strategic hunter. You will be responsible for identifying fire departments, private land management firms (like those specialized in fuels reduction), and international organizations that need the same cutting-edge tools we are providing to Federal and State agencies. You will be coached directly by our Founding Account Executive to master the art of the SaaS sales cycle. Key Responsibilities: - Strategic Prospecting: Identify and research new prospects within key verticals (WUI-focused municipal departments, private land management, and international entities). - Outbound Engagement: Execute multi-channel outreach (email, phone, LinkedIn) to generate interest and qualify leads. - Meeting Setting: Successfully convert cold and warm leads into scheduled discovery calls for the Account Executive. - Market Intelligence: Provide feedback to the product and marketing teams on what "pains" are resonating most with different types of prospects. - CRM Management: Maintain accurate records of all outreach and lead status to ensure no "hot" lead goes cold. - Collaborative Learning: Work closely with the Founding AE to refine scripts, objection handling, and qualification criteria (MQL to SQL conversion). Qualifications - 2+ Years operating in an outbound-focused role, either generating your own funnel as a junior sales/account representative or acting as a Sales Development Representative. - High Activity & Resilience: You aren't afraid of "no." You have the discipline to maintain a high level of daily outbound activity. - Resourcefulness: You know how to use LinkedIn, Google, and industry directories to find a needle in a haystack—whether that's a Fire Chief in a rural county or a Director of Operations at a land management firm. - Communication: Exceptional written and verbal communication. You can explain a complex technical tool (Ignis) clearly and succinctly to people who spend more time in the field than behind a desk. Requirements - The "Fire" Factor: Any background in wildland firefighting, emergency management, or public safety is a massive plus. If you know the difference between a Type 3 and a Type 6 engine, you're already ahead. - Tech-Savvy: Experience with modern sales stacks (HubSpot/Salesforce, Outreach/Salesloft, ZoomInfo, etc.). - SaaS Curiosity: A desire to grow a career in SaaS sales. This is a "ground floor" opportunity to learn from seasoned pros. Benefits - Industry competitive compensation package - Company performance-based bonus plan - Equity stock-based compensation package - Employer-funded comprehensive health, vision, and dental insurance for employees and dependents. - 401k with company match - Employer-funded life and disability insurance coverage - Health Savings Account (HSA), Flexible Spending Account (FSA), and Dependent Care FSA options

• Conduct high-volume outbound prospecting with a target of 120+ calls per day • Identify, engage, and qualify prospective clients to generate Sales Qualified Leads (SQLs) • Execute multi-channel outbound outreach through cold calling, email, and follow-ups • Book qualified discovery meetings for Account Executives / Sales team members • Maintain accurate CRM records, activity logs, and pipeline updates • Work closely with internal stakeholders to ensure smooth handover of qualified opportunities • Consistently meet and exceed outreach and pipeline generation KPIs • Research target accounts and identify decision-makers within finance and operations teams

• Make a high volume of outbound calls each week (hundreds of dials) • Pitch our product to prospective customers through cold outreach • Qualify leads and book meetings for Account Executives • Handle objections confidently and adapt messaging on the fly • Track outreach and outcomes accurately in Salesforce • Work with leadership to refine our messaging to customers based on the signals that you hear from your conversations