Senior Sales Strategy & Analytics Manager
Job description
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 G2.com 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 InfoSec 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:
Own planning fundamentals
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 workstreams
Turn data into decisions
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
Be a strategic partner
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
Raise the bar
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 strongly preferred)
Deep understanding of GTM motions, sales planning (territories, quota setting), and forecasting for sales, SE, and xDR functions
Hands-on SQL — you can pull, join, and validate data independently, without waiting on another team
Fluency with the modern B2B commercial stack (Salesforce, Gong, Clari, etc.) and a BI tools (Tableau, Looker, Power BI, or similar)
Practical experience using AI to build GTM tools and workflow efficiencies that scale — you've shipped things people actually keep using, not just experimented
Strong executive communication: you can turn a complex analysis into one clear recommendation your CGO can act on
The judgment to structure ambiguous problems, and the courage to push back on convention when the data says so
Nice to Have
Experience with dbt, Python or R, and a cloud data warehouse (Snowflake, BigQuery, Redshift)
Experience building with LLM APIs or AI-assisted analytics tooling — natural-language querying, automated narrative reporting, and the like
Compensation Range
$129,600 – $178,200
At Optro, we provide a fair and competitive salary based on a variety of factors, including:
The scope and responsibilities of the role
Your relevant skills, experience, and certifications
Where you are physically located (based on our regional tier system)
Note on Internal Ranges: While the range above reflects our current budget for this hire, Optro maintains broader internal salary grades to allow for future career growth and merit-based increases within the role over time.
*perks may vary based on eligibility/location
Our Company Values
Customer obsession: It starts and ends here. Consistently ask yourself how what you’re doing creates value for our customers. It’s a mindset.
Gritty resilience: Make it happen. Find a way. Move fast, stay positive, and do what it takes.
Drive innovation: Create the future. Continuously improve what exists and invent what’s next.
Win, together: One team. No silos, no egos. Drive to be the best and support each other’s success.
Growth mindset: 10x, not 10%. Think in orders of magnitude, not increments. Seek feedback, learn, and improve.
Please note that background checks are required. Qualified Applicants with arrest or conviction records will be considered for Employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. This role may have access to highly sensitive data, including employee data, customer data, company financials, and proprietary product information.
We love building strong partnerships, but please note that Optro cannot accept unsolicited resumes from agencies. Any submissions without a signed agreement in place will not create a fee obligation.