Senior Sales Strategy & Analytics Manager, Optro

• 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
• 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

Desirable

• 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
• 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