I build the engine.
Then I navigate the shift.
Revenue Engine Architect for B2B SaaS companies that need repeatable systems. RevOps Navigator for SaaS looking to move the needle, and for those ready to transition from SaaS to OaaS. Two paths, one outcome: a revenue operation that scales without scaling cost. $1M–$20M ARR. 6–9 months. Defined exit.
You have the product.
You don't have the engine.
You're past product-market fit. Customers love what you've built. But revenue still depends on the founder, one star rep, or brute force. Nothing is documented. Nothing is repeatable. Every month without systems compounds the problem.
Founder Still Running Sales
No defined process, no pipeline stages, no forecasting discipline. Revenue lives in the CEO's head.
Win Rates Below 20%
Sales cycles exceed 90 days with no clear diagnosis. Pipeline is full of bad-fit deals that churn.
Failed First Sales Hire
Brought in a rep or VP Sales who didn't work out—because the systems weren't in place first.
Churn Eroding Growth
NRR below 100%. Upsell and cross-sell are ad hoc, not systematic. CS isn't connected to revenue.
One practice. Two levels of
transformation.
Whether you need to fix and scale what you have, or architect for the shift to OaaS, the engagement starts the same way: a 60-day revenue architecture audit.
B2B SaaS Revenue Engine
For companies that need repeatable revenue systems installed. You have the product and early traction, but the engine underneath is founder-dependent, undocumented, and unscalable.
B2B SaaS → OaaS Transition
For companies ready to make the structural shift from selling software access to delivering measurable customer outcomes. This is Tier 1 plus the commercial and operational architecture for OaaS.
A defined transformation.
Not an indefinite retainer.
Every engagement has a beginning, milestones, and a defined exit. When the systems run without me, that's the proof it worked.
Revenue Architecture Audit
"We're growing but I don't know what's actually working or where we're leaking revenue."
Comprehensive audit of conversion rates, sales cycles, expansion revenue, churn, pricing, and segmentation. Identify the single highest-impact lever—which is rarely "more leads."
Proven Impact
Margin transformation at CareerBuilder. Pricing optimization drove 18% ARR increase across 14 verticals.
Repeatable Systems Installation
"Revenue depends on me or one star rep. Nothing is documented or repeatable."
Build the operating cadence—pipeline reviews, forecast discipline, rep scorecards. Document the playbook. Install CRM as a single source of truth.
Proven Impact
HALO: Zero to meaningful recurring revenue in 10 months with full CRM deployment and board-ready reporting.
ICP Narrowing & Pipeline Velocity
"We sell to everyone. Our pipeline is full of bad-fit deals that take forever and churn."
Kill the "we sell to everyone" mindset. Focus on 1–2 segments with the highest win rates and shortest cycles. Rebuild pipeline around proven ICP.
Proven Impact
Qualified pipeline built in 9–12 months at Cmind and CloudQuant. 30–50% reduction in CAC.
Cross-Functional Revenue Alignment
"Marketing, Sales, and CS are three separate kingdoms. Nobody owns the full customer journey."
One shared revenue model. Marketing owns pipeline. Sales owns revenue quality. CS owns net retention. One dashboard. One target.
Proven Impact
Net revenue retention moved from sub-100% to 105–115% with $12M+ ARR and 100% account retention.
Revenue Leader Hire & Onboarding
"We've never hired a real sales leader. Our last VP Sales hire didn't work."
Define the role based on the systems now in place. Run the search. Onboard the hire. Stay in advisory capacity for 1–2 quarters to ensure the hire sticks.
Proven Impact
8 products launched from $0 to meaningful ARR. Companies scaled 2x–6x under structured revenue leadership.
Defined Exit & Sustainability
"I don't want to be dependent on an outside consultant forever."
Engagement terms set upfront: direct CEO access, board visibility, real authority, 90-day milestones. Exit criteria defined from Day 1. Systems run without Tom. That's the proof.
Proven Impact
Every engagement structured as a transformation with a defined exit—across HALO, Cmind, CloudQuant, and fractional CSO/COO roles.
6–9 months. Defined milestones.
Then I'm gone.
Revenue audit. Highest-impact lever identified. CRM deployed. Prioritized execution plan delivered.
Operating cadence built. ICP narrowed. Pipeline rebuilt. Pricing optimized. Playbook documented.
Cross-functional alignment. Shared dashboard live. Revenue leader search begins.
Revenue leader in seat. Ownership transferred. Advisory mode activated.
Leader operating independently. Exit report delivered. Board presentation complete. Systems running.
Compared to the alternatives.
Full-Time CRO Hire
$250K–$400K+ cost. 12–18 month ramp. 50%+ fail rate at this stage.
Tom: Fraction of the cost, results in 60–90 days. Then hires the right permanent leader.
Strategy Consultants
Deliverable is a PowerPoint. No execution. No accountability for revenue.
Tom: Installs systems that work without him. Owns outcomes, not slide decks.
Outsourced SDR Firms
Low-quality pipeline. No ICP rigor. No conversion optimization.
Tom: Fixes funnel architecture so every meeting counts. Quality over quantity.
Tom Opper
8 zero-to-revenue launches. Documented playbooks. Defined exit, not dependency.
Doesn't advise on revenue—builds the engine. Systems, not promises.
Ideal Engagement Fit
In 90% of engagements, the problem isn't lead volume—it's conversion, pricing, or a leaky mid-funnel. The revenue is hiding in your existing pipeline.
A full-time CRO costs $250K–$400K+ and takes 12–18 months to produce results. This delivers transformation in half the time at a fraction of the cost.
It failed because the systems weren't in place first. Build the infrastructure, prove the model, then define the role correctly so the hire succeeds.
The measure of success is making Tom unnecessary. 90-day milestones and exit criteria are defined before signing. When the systems run without him, that's the proof.
The person behind
the engine.
Tom Opper
Founder & Fractional CRO — RevOpx LLCRevenue transformation executive who builds the systems B2B SaaS companies need to scale — then hires the permanent leader to run them and exits. Eight zero-to-revenue launches. Every engagement is a transformation with a defined exit, not an indefinite retainer.
Spent 25+ years in the revenue trenches — from national account director at CCC Information Services (growing client revenue 192%, from $4.8M to $14M ARR with 100% retention) to Chief Sales Officer at Spooz, to consulting for a 400-person CareerBuilder salesforce, to founding RevOpx LLC as a fractional CRO practice for critical-growth B2B SaaS.
The through-line: diagnosing structural revenue problems that everyone else mistakes for tactical ones, then installing the architecture that compounds growth quarter over quarter.
25 years in the revenue trenches.
8 zero-to-revenue launches.
From national accounts to AI-powered startups. Every role was the same job: find the structural lever, build the system, scale the revenue.
Launches
Built
Range
on $12M+ ARR
RevOpx LLC
Fractional CRO practice delivering revenue transformation for critical-growth B2B SaaS. Built predictable revenue systems that compress path to next ARR milestone. Current and recent engagements include AI-powered SaaS and AI financial analysis platforms.
HALO (AI SaaS) — CRO, 2025
Cmind (AI Finance) — CRO, 2023
CloudQuant Alternative Data
Built the sales function from scratch for an alternative data platform serving quantitative hedge funds and asset managers. Systematic prospecting, HubSpot CRM deployment, and strategic partnership development with ICE, SIX Group, and Quantifi Solutions.
Results
TransformationL Leadership
A decade of fractional executive engagements spanning sales operations consulting for CareerBuilder's 400+ salesforce and operational turnaround leadership at CEDA. Pricing transformation, sales enablement, and large-scale process reengineering.
CareerBuilder
CEDA
Earlier Career Highlights
CCC Information Services
Client revenue growth ($4.8M → $14M ARR). 100% account retention.
Spooz, Inc.
ARR achieved. Secured Bloomberg Tradebook and institutional clients.
David Houle & Associates
Cumulative ARR growth across B2B clients.
Quisic
Sales growth ($38K → $631K) in 10 months. Citi Group deal ($90K).
PSW Technology
Sales in 6 months launching Midwest region from scratch.
CHA Corporate Relocation
ARR new market launch. 109% account expansion.
Practitioner thinking.
Not consultant theory.
Perspectives on revenue architecture, GTM strategy, and scaling B2B OaaS — drawn from real engagements.
The Fractional CRO: 60-Day Revenue Architecture Framework
A structured 60-day diagnostic for mapping revenue architecture across three ARR bands — $1M–$3M, $3M–$10M, and $10M–$29M — before touching a single campaign or hire.
Read on Medium →How AI Is Rewiring Revenue Operations
What a high-performing RevOps engine looks like in 2026 — a practical framework across four buyer stages with an actionable playbook for $1M–$20M companies.
Read on Medium →The Partnership MLA: The Case for a New Kind of Agreement
Why every B2B OaaS MLA should be structured as a partnership — with shared accountability, outcome-based commercials, and mutual risk mitigation.
Read on Medium →The fastest path to your next ARR milestone
isn't more leads.
It's fixing the revenue architecture you don't have — or building the one the OaaS era demands. Let's talk about which path fits.
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