Key skills
GoSaaSCustomer SuccessAccount ManagementSales
About this role
Role Overview
- 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
- Build the multi-year revenue model and capacity plan
- Personally contribute to key large deals
- Take our 6-person CS team and build it into a world-class revenue-driving organization
- Build the CS playbook
- Build the Account Management motion for strategic accounts
- Establish clear success metrics
- Build compensation plans that align AE and CS/AM incentives
- Scale from 10 to 30+ people across Sales, CS, and AM over 24 months
- Design the onboarding and enablement program
- Run pipeline reviews and deal coaching
- Develop individual development plans
- Design the end-to-end revenue process
- Refine enterprise and mid-market playbooks
- Own comp plan design, quota setting, and territory planning across the entire revenue organization
- Own go-to-market strategy as we launch new products and expand into new verticals
- Partner with Marketing to refine messaging and optimize conversion
- Work closely with Product to create feedback loops
Requirements
- Built and scaled B2B SaaS revenue organizations from ~$10M to $50M+ ARR
- Designed Customer Success or Account Management team structures
- Proven enterprise sales leader
- Expert in sales-to-CS handoff and rules of engagement
- Experience selling to traditional industries
- Track record of building revenue infrastructure
- Deep understanding of complex buying dynamics
- Strong cross-functional partnership
- Exceptional coaching ability
- Cultural fit with Opus values
- Travel Requirements: approximately 25-40% depending on where you are based
Benefits
- health insurance
- flexible work arrangements
- professional development