Vice President of Sales
Opus Training
full-time
Posted on:
Location Type: Remote
Location: Remote • California, Florida, New Jersey, New York, North Carolina, Texas • 🇺🇸 United States
Visit company websiteJob Level
Lead
About the role
- 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
- 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
- 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
- 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
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
Benefits
- Travel Requirements: approximately 25-40% depending on where you are based
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
B2B SaaS salessales infrastructure designcomp plan designforecasting modelsCRM disciplinepipeline managementsales process designquota settingterritory planningrevenue modeling
Soft skills
coaching abilitycross-functional partnershipclear thinkingexceptional listeningpattern recognitioncommunicationteam buildingproblem-solvingleadershipadaptability