Senior Sales Strategy & Analytics Manager

Who We Are

Having surpassed $300M ARR and continuing to grow, Optro helps enterprises transform risk into opportunity through its AI-powered GRC Intelligence Platform. More than 50% of the Fortune 500, including 7 of the Fortune 10, leverage our award-winning technology to move their businesses forward with greater clarity and agility. And our customers love us:
Optro is top-rated on  and Gartner Peer Insights.
At Optro, we inspire each other to innovate and are proud of what we are producing. We spend each day thinking of new ways to help our customers and contribute to the greater good of our company and our surrounding communities. We are all about assisting each other and breaking through barriers to create the most loved audit, risk, ESG, and Info Sec platform by our customers.

This is how we have become one of the 500 fastest-growing tech companies in North America for the seventh year in a row, as ranked by Deloitte!

Why This Role is Exciting:

Our team believes great decisions start with great data. We're Sales Strategy & Analytics — you'll also hear us called Moneyball — and we turn pipeline, revenue, and customer signals into the insights that shape how the business grows. We're looking for someone who wants to help lead that work.

As our Senior Sales & Analytics Manager, you'll own core pieces of our go-to-market planning and performance measurement system: annual ARR and pipeline generation targets, sales quotas, headcount and capacity models, and the dashboards and frameworks that keep leaders aligned. You'll work closely with GTM and Finance leadership, bringing structure to ambiguous problems and turning complex data into calls people can actually act on.

You’ll report directly to our Director of Sales Strategy & Analytics, on a small, dedicated team focused on one thing: helping commercial leadership make the data-backed calls that drive our revenue growth.

This is a senior individual contributor role for someone who's just as comfortable building a model from scratch as they are sitting at the table with senior leadership, helping shape commercial strategy.

Key Responsibilities:

• Build company-wide annual ARR and pipeline generation targets, translating growth goals into structured assumptions and scenarios

• Own sales quota setting, headcount and capacity models, and rep productivity analysis

• Support territory design so coverage matches where the growth opportunity actually is

• Bring consistency to planning cycles by defining clear inputs, timelines, and outputs across work streams

• Build and maintain the dashboards, scorecards, and KPI reports that give sales, SE, and xDR teams real visibility into what's working

• Define leading indicators that flag risk and opportunity early — before they show up in the topline numbers

• Standardize metrics across regions, channels, and product lines into a single source of truth

• Use AI to build tools and efficiencies that scale the team's work — not one-off experiments, but things GTM teams actually rely on day to day

• Partner with GTM and Finance leaders to shape how performance gets measured and how decisions get made

• Compress complex analysis into a clear, defensible recommendation

• Align stakeholders around a shared narrative, cutting through fragmented views of the same numbers

• Set the standard for analytical rigor and QA across the analytics team

• Mentor peers and junior analysts on modeling, scenario planning, and executive communication

• Push reporting automation and data quality forward as the business scales

Attributes for a Successful Candidate

• 5+ years in GTM analytics, sales operations, or a related function supporting an enterprise, multi-product GTM motion (B2B SaaS…