Sales Manager, Mid-Market

About Opus

Opus is the frontline operating system built for multi-unit operators. We help restaurants, fitness brands, and car wash companies train, align, and retain their frontline teams — not with a static LMS, but with an integrated platform that lives inside daily operations. We are building a modern, AI-first go-to-market organization, and our customers include some of the fastest-scaling brands in the country.

The Role

We're looking for a Sales Manager to lead our Mid-Market team of 5+ Account Executives, with room to grow as we scale. You'll be responsible for developing your reps, running a disciplined sales process, and driving consistent new business results. This is a management role for someone who leads from the front, building the culture, coaching the team, and owning the number.

This role requires experience leading Account Executives within a B2B SaaS sales organization. We're looking for someone who understands how to run a modern B2B SaaS sales motion, develop reps within that environment, and coach teams through complex, multi-stakeholder sales cycles.

We're looking for someone who has managed a quota-carrying team before. That being said, if you haven't held the title but have been the person your peers came to for deal coaching, call prep, and closing strategy, we want to hear from you.

What You'll Do

• Manage and develop a team of Mid-Market Account Executives toward consistent quota attainment across a $5–8M new business target

• Run weekly 1:1s, pipeline reviews, and deal coaching sessions focused on rep skill development within a B2B SaaS sales motion

• Own team forecast accuracy and pipeline health within a structured B2B SaaS sales process

• Analyze performance data to identify gaps in conversion, messaging, and execution

• Build structured call coaching and onboarding programs that accelerate rep ramp and productivity in a B2B SaaS mid-market environment

• Embed AI tools into the team's daily workflow, from prospect research and outreach to call prep, deal coaching, and pipeline management, so reps spend more time selling and less time on everything else

• Build and maintain AI-assisted playbooks, prompt libraries, and coaching workflows that become a repeatable edge for the team

• Recruit and interview AE candidates as the team grows

What We're Looking For

• Experience coaching and developing quota-carrying B2B SaaS Account Executives, either as a people manager or a player/coach ready to step into leadership

• A proven track record of developing reps — not just managing top performers, but building them

• Experience coaching and scaling a B2B SaaS sales motion, including pipeline generation, discovery, multi-threading, forecasting, and deal execution

• Fluency in a structured sales methodology and the ability to coach to it in real deals

• Hands-on experience with AI tools in a sales context — you've already figured out how to use them to make your team faster and sharper

• Strong communicator and coach — direct, trusted, and able to hold a high bar with empathy

• Comfortable building in a fast-moving, early-stage environment

• B2B SaaS sales leadership experience required. Background in restaurants, fitness, or multi-unit operations is a strong plus.

Why Join Opus Training

You'll have the opportunity to make a significant impact on a growing business that's transforming how the service industry develop their most valuable asset – their people. Your work will directly influence how effectively we communicate our value to the market and how successfully we grow our customer base.

Location

• Hybrid in NYC - 2-4 days week flexibly in office

Compensation

• Base range of $125-150K with an OTE of $190-210K (variable compensation tied to team performance), as well as equity participation

Perks

• 4 weeks paid time off

• 14 weeks paid parental

• Full Medical, Dental, and Vision

• FSA and Commuter benefits

• Yearly wellness stipend

• Mobile phone stipend

*Background Check Requirement: As part of our commitment to SOC 2 compliance, all final candidates will be required to successfully complete a background check prior to employment