Chief Revenue Officer
Chief Revenue Officer
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, Paris Baguette, and Super Star Car Wash. We're on track to triple revenue in 2026 and are building toward $100M+ as we continue to expand via new products and verticals.
We have a repeatable sales motion, a 10-person sales team with dedicated mid-market and enterprise sellers, and proven product-market fit. We have less than 2% churn and a 6-person CS team. What we need now is someone who can scale it. Grow and coach the team, expand into new verticals, tighten our sales, launch and expansion process. Maintain our rigor, and build the revenue 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.
Why This Role Matters
This is the complete revenue leadership role - owning not just how we acquire customers, but how we keep them, grow them, and turn them into advocates. You'll build the foundation that takes Opus from $7M to $50M and beyond, creating the systems, teams, and culture that make growth predictable and sustainable.
What You'll Own
Scale Revenue Across the Customer Lifecycle
Own the entire revenue organization and the full revenue number as we scale from $7M to $50M+ ARR and beyond
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
Scale CS into a revenue engine
Take our 6-person CS team and build it into a world-class revenue-driving organization
Build the CS playbook: onboarding excellence, account health scoring, early warning systems, and proactive intervention that keeps churn below 2%
Build the Account Management motion for strategic accounts - defining account planning, relationship mapping, and expansion strategies
Define account segmentation for expansion motions - which accounts get white-glove treatment, which run through scaled CS, and where product-led growth fits
Establish clear success metrics: NRR, GRR, expansion rate, NPS, time-to-value, and account health scores
Build compensation plans that align AE and CS/AM incentives
Recruit, Train, and Develop a World-Class Sales Team
Scale from 10 to 30+ people across Sales, CS, and AM over 24 months - you own all hiring decisions and set the bar
Design the onboarding and enablement program that gets new AEs productive and closing deals within 90 days, and CS teams driving value within 60 days
Run pipeline reviews and deal coaching that elevates performance across the entire organization
Develop individual development plans for AEs, CSMs, and AMs
Build the Revenue Operating System for Scale
Design the end-to-end revenue process: how we segment, sell, retain, expand, forecast, and comp
Refine enterprise and mid-market playbooks based on wins with Smashburger, Paris Baguette, and Super Star Car Wash
Build the infrastructure for predictable growth: CRM discipline, pipeline management, forecasting rigor, CS platforms
Own comp plan design, quota setting, and territory planning across the entire revenue organization
Drive Multi-Product and Multi-Vertical Expansion
Own go-to-market strategy as we launch new products and expand into new verticals - you decide how we sell, who sells, how CS supports adoption, and how we enable the teams
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, what's driving retention, and what we build next - you're the voice of the customer internally
Translate customer insights from CS into product roadmap priorities and competitive positioning
Success criteria for your first year
Hit $18M ARR with accurate quarterly forecasting (within 10% variance)
The number is the job. If we hit this with predictable forecasting, everything else is working.
Hired, onboarded, and ramped 6-12 high-performing AEs and 1 sales manager to 80%+ quota attainment
We can't triple revenue without the right people performing at a high level.
Built the revenue operating system: CRM discipline, pipeline inspection rhythm, comp plans, CS/Sales rules of engagement, and territory design
The infrastructure that makes growth predictable and repeatable as we scale to $50M+.
Maintain <2% churn and achieve 110%+ net revenue retention
Protecting and growing the base is how we compound growth—new revenue only matters if we keep what we have.
Proven repeatable GTM motion in 2 new verticals with 3+ signed customers each
Our path to $50M+ requires expanding beyond restaurants—proof we can win in new markets unlocks the next phase of growth.
Your Experience
Built and scaled B2B SaaS revenue organizations from ~$10M to $50M+ ARR: You've hired 20+ people across Sales, CS, and Account Management, developed managers, and know what breaks at each stage of growth
Designed Customer Success or Account Management team structures: You’ve created playbooks, defined metrics, implemented upsell/cross-sell engines, and proven you can drive retention and expansion at scale
Proven enterprise sales leader: you've closed mid-market or enterprise deals yourself and can coach your team through complex, multi-stakeholder sales cycles
Expert in sales-to-CS handoff and rules of engagement: You've designed the systems that prevent customer churn during transitions and maximize expansion opportunities through clear account ownership
Experience selling to traditional industries: Operations buyers in Restaurants, facilities, construction, or franchise environments where you're selling revenue growth, efficiency and cost reduction, not just technology
Track record of building revenue infrastructure: You've designed forecasting models, implemented CRM and CS platform 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, with Product to translate customer feedback into roadmap priorities, and with Finance to model growth scenarios
Exceptional coaching ability: You can listen to a call, read a room, and know exactly what's working in a deal or customer relationship 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