Vice President of Sales

Opus is the Training Operating System that powers real-time business response for the 100M+ frontline workers. We have doubled revenue year over year over the past 3 years, with major customers like Smashburger, Blaze Pizza, and José Andrés Group. We're on track to triple revenue next year and are building toward $100M+ as we continue to expand via new products and verticals.

We have a repeatable sales motion, an 8-person sales team with dedicated mid-market and enterprise sellers, and proven product-market fit. What we need now is someone who can scale it. Grow and coach the team, expand into new verticals, tighten our sales process and maintain our rigor, and build the sales culture and infrastructure that supports 3x growth.

This is the chance to own revenue at a category-defining company. If you've taken a working sales engine and scaled it into a high-performing revenue organization, and you want to do it again with proven demand, excellent customers, and a clear path to market leadership, this is it.

What You'll Own

Scale Net New Revenue

• Own the entire sales organization and the full revenue number as we scale from $10M to $50M+ ARR - nearly 8x growth over the next few years

• Drive growth across enterprise, mid-market, and new verticals as we expand beyond restaurants into facilities, home health, and consumer services

• Build the multi-year revenue model and capacity plan that shows exactly how we get to $50M - what could break at each stage and how we fix it before it does

• Personally contribute to key large deals and closing them - both to get them done and to build AE enterprise capabilities

  
  

Recruit, Train, and Develop a World-Class Sales Team

• Build the team from 6 mid-market AEs and 1 enterprise pod to 25+ people over the next 24 months - you own all hiring decisions and set the bar for what great looks like

• Design the onboarding and enablement program that gets new AEs productive and closing deals within 90 days

• Develop individual development plans - coach AEs to personal success

• Run pipeline reviews and deal coaching that elevates the entire team's performance - you need to see what's really happening in accounts and drive the right actions

Build the Revenue Operating System for Scale

• Design and implement the sales process - how we segment, how we sell, how we forecast, how we comp

• Refine our enterprise and mid-market playbooks based on wins with Smashburger, Paris Baguette, ABM and make sure every seller knows how to execute them

• Build the systems, metrics, and infrastructure for predictable growth - CRM discipline, pipeline management, forecasting rigor, sales operations

• Own comp plan design, quota setting, and territory planning across the organization

Drive Multi-Product and Multi-Vertical Expansion

• Own go-to-market strategy as we launch new products in 2026 and expand into new verticals - you decide how we sell, who sells, and how we enable the team

• Partner with marketing to refine messaging, generate pipeline, and optimize conversion across the funnel

• Work closely with product to create feedback loops between what's selling in the market and what we build next - you're the voice of the customer internally

Your Experience

• Built and scaled B2B SaaS sales organizations from ~$10M to $50M+ ARR: you've hired 15+ sellers, developed sales managers, and know what breaks at each stage of growth

• Proven enterprise sales leader: you've closed mid-market or enterprise deals yourself and can coach your team through complex, multi-stakeholder sales cycles

• Experience selling to operations buyers in traditional industries: restaurants, facilities, construction, or franchise environments where you're selling revenue growth, efficiency and cost reduction, not just technology

• Track record of building sales infrastructure: you've designed comp plans, built forecasting models, implemented CRM discipline, and created the systems that support predictable growth

• Deep understanding of complex buying dynamics: corporate vs. franchise structures, multi-stakeholder deals, and selling to everyone from frontline operators to C-suite executives

• Strong cross-functional partnership: you've worked closely with marketing to build pipeline and with product to translate customer feedback into roadmap priorities

• Exceptional coaching ability: you can listen to a call, read a room, and know exactly what's working in a deal and what needs to change

• Clear thinking about the business: you spot patterns, create repeatable motions, and articulate how the product drives results for customers

• Cultural fit with Opus values: transparent communication, "why not" mindset, disciplined growth, and comfort managing remote teams

• Travel Requirements: approximately 25-40% depending on where you are based

Success Milestones In The First Year

• Hit the 2026 ARR target

• Hired, onboarded, and ramped 6–12 high-performing AEs and 1 sales manager.

• Established a consistent forecasting and pipeline inspection rhythm with high accuracy.

• Built the revenue operating system that supports scaling ARR.

• Proven 1–2 new verticals and developed repeatable GTM motions.

• Refined the enterprise and vertical sales motions based on real-world learnings.

• Delivered clear, board-ready reporting and insights each quarter.

• Partnered with product and marketing to tighten messaging and sales strategy.