Vice President of Sales

Opus Training•New York, NY

About The Position

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.

Requirements

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

Responsibilities

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