Chief Revenue Officer

📋 Description

• • Opus Training Limited is seeking a visionary and results-driven Chief Revenue Officer (CRO) to lead and scale our revenue organization as we embark on an ambitious growth trajectory. As the Training Operating System powering real-time business response for over 100 million frontline workers, Opus has demonstrated exceptional growth, doubling revenue year over year for the past three years. With a strong foundation, a proven product-market fit, and a loyal customer base including industry leaders like Smashburger, Blaze Pizza, Paris Baguette, and Super Star Car Wash, we are poised for significant expansion. Our current revenue stands at $7M ARR and we are projecting to triple revenue in 2026, with a clear vision to reach $100M+ through new product development and vertical expansion. This is a unique opportunity to own revenue strategy and execution at a category-defining company, taking a robust sales engine and transforming it into a high-performing, scalable revenue machine.
• • The CRO will be instrumental in building the foundational systems, teams, and culture necessary to support our projected 3x growth. This role encompasses complete revenue leadership, overseeing not only customer acquisition but also customer retention, growth, and advocacy. You will be responsible for building the infrastructure that will propel Opus from its current $7M ARR to $50M ARR and beyond, ensuring that growth is both predictable and sustainable.
• • A core responsibility will be to scale the entire revenue organization, encompassing sales, customer success, and account management, to achieve our ambitious ARR targets. This includes driving growth across enterprise, mid-market, and emerging verticals such as facilities management, home health, and consumer services. You will develop a comprehensive multi-year revenue model and capacity plan, meticulously outlining the path to $50M ARR and identifying potential bottlenecks and solutions at each stage of growth. Furthermore, the CRO will actively participate in and close key large deals, not only to secure business but also to mentor and develop the enterprise sales team's capabilities.
• • Transforming our existing 6-person Customer Success (CS) team into a world-class, revenue-driving organization is a critical objective. This involves developing a robust CS playbook that emphasizes onboarding excellence, account health scoring, proactive risk mitigation through early warning systems, and strategic interventions to maintain our churn rate below 2%. You will also establish a sophisticated Account Management (AM) motion for strategic accounts, defining account planning, relationship mapping, and targeted expansion strategies. This includes defining account segmentation for various expansion motions, determining which accounts receive personalized attention, which are managed through scaled CS processes, and how product-led growth initiatives can be integrated.
• • Key success metrics for the CS and AM functions will be clearly defined and tracked, including Net Revenue Retention (NRR), Gross Revenue Retention (GRR), expansion rate, Net Promoter Score (NPS), time-to-value, and account health scores. The CRO will also design and implement compensation plans that strategically align the incentives of the Sales, CS, and AM teams to foster a unified approach to revenue generation and customer value realization.
• • A significant part of the role involves recruiting, training, and developing a high-caliber sales team. Over the next 24 months, you will scale the revenue team from 10 to over 30 individuals across Sales, CS, and AM, taking full ownership of hiring decisions and setting a high bar for talent acquisition. You will design and implement a comprehensive onboarding and enablement program to ensure new Account Executives (AEs) become productive and achieve quota attainment within 90 days, and CS teams deliver value within 60 days. Regular pipeline reviews and deal coaching sessions will be conducted to elevate performance across the entire revenue organization. Individual development plans will be created for AEs, CSMs, and AMs to foster career growth and skill enhancement.
• • The CRO will architect and implement the Revenue Operating System necessary for scalable growth. This includes designing the end-to-end revenue process, covering customer segmentation, sales methodologies, retention strategies, expansion tactics, forecasting accuracy, and compensation structures. You will refine existing enterprise and mid-market playbooks based on successful engagements with major clients. The infrastructure for predictable growth will be built, emphasizing CRM discipline, robust pipeline management, rigorous forecasting, and effective CS platform utilization. Compensation plan design, quota setting, and territory planning across the entire revenue organization will fall under your purview.
• • Driving multi-product and multi-vertical expansion is a key strategic imperative. The CRO will own the go-to-market strategy for new product launches and vertical expansions, dictating sales approaches, team responsibilities, CS support models, and enablement strategies. Close collaboration with the Marketing team will be essential to refine messaging, generate qualified pipeline, and optimize conversion rates throughout the sales funnel. You will work hand-in-hand with the Product team to establish feedback loops, translating market insights, customer retention data, and competitive intelligence into actionable product roadmap priorities and positioning. The CRO will serve as the internal voice of the customer, ensuring product development aligns with market needs and revenue opportunities.
• • Success in the first year will be measured by achieving $18M ARR with accurate quarterly forecasting (within 10% variance), hiring and ramping 6-12 high-performing AEs and 1 sales manager to 80%+ quota attainment, establishing the core revenue operating system, maintaining sub-2% churn while achieving 110%+ NRR, and proving a repeatable go-to-market motion in two new verticals with at least three signed customers each. This role demands a leader with a proven track record of scaling B2B SaaS revenue organizations, designing effective CS and AM functions, and possessing deep expertise in complex sales cycles and traditional industry operations.