Director of Commercial Strategy & Analytics, Optro
$164-246k
+ Bonus
Governance, risk, and compliance software
Be an early applicant
Governance, risk, and compliance software
501-1000 employees
Be an early applicant
$164-246k
+ Bonus
501-1000 employees
Company mission
To transform the way enterprises manage their audit, risk, and compliance programs.
Role
Who you are
- Your 8-10+ years of strategy, analytical, and/or operations experience working, ideally in the software / SaaS industry and/or management consulting
- Your deep understanding of sales planning (territories and quota setting), sales processes, funnel management, and forecasting
- Your “moneyball” mindset: a keen understanding of what it takes to drive growth without breaking the bank and the courage to buck the norms if it gets us to the right answer
- Your expert-level proficiency in Excel/GSheet ( can perform complex functions) and Tableau to build model and drive analysis to support GTM strategy
- Your analytical and problem-solving skills to frame key strategic questions and structure and execute the analysis from complex data sets to answer those questions
- Your empathy and ability to connect with sales leaders, account executives, and other go-to-market leaders to help them achieve big and bold objectives
- Your cross-functional leadership skills to bring everyone across the company along
- Your sense of humor, because we spend too much time at the job not to have some fun while we are at it
What the job involves
- As the Director of Commercial Strategy & Analytics, you will serve as a key architect of the company’s growth engine, bridging the gap between high-level strategy and operational execution
- The core focus of this role is to inform GTM strategy, lead annual commercial planning, and to chart a path for growth that heavily leverages a data-driven foundation
- Strategic Commercial Planning: Drive our go-to-market planning process to ensure we are investing in the right places at the right time. You will establish our go-to-market strategy, sales segmentation, and a robust KPI/scorecard framework
- Data-Driven "Moneyball" Insights & Analytics: Oversee strategy and analytics to provide actionable insights into pipeline health, conversion rates, and rep productivity, turning data into a competitive advantage. You will establish account scoring frameworks and create dynamic propensity-to-buy and Total Addressable Market (TAM) models to help sales teams prioritize the highest-value prospects
- Cross-Functional Alignment: Serve as the connective tissue between Commercial, Operations, Product, and Finance, ensuring that growth initiatives are operationally sound and financially viable
- Operational Excellence & Process Optimization: Understand different SaaS monetization approaches to measure bookings, revenue, and capacity
- Team Leadership: Over time, lead and evolve the strategy and analytics ("Moneyball") team as we scale
Our take
Optro provides risk and compliance software for large businesses. The company's founders spent years working at the Big Four and other global enterprises, and realised that many audit activities were still taking place in Excel sheets, or using legacy software like IBM's OpenPages, which hadn't kept up to date with the latest reporting requirements.
The result was an end-to-end platform for managing risk, helping enterprises to streamline internal audit, SOX compliance, controls management, risk management, and security compliance. It's a top-rated cloud-based platform and has won numerous awards, with the company being consistently named the market leader in Audit Management.
The company's current client list of 2000+ includes Boeing, Activision, and Priceline, and nearly half of the Fortune 500. It continues to experience rapid customer growth, with revenues exceeding $100 million and a 60% annual growth rate. The company has been ranked as one of the fastest-growing tech companies in North America for the last three years in a row, and was acquired by private equity firm Hg in 2024 for a reported $3 billion.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
36% employee growth in 12 months
Company
Funding (2 rounds)
Aug 2018
$40m
SERIES B
Apr 2017
$3.6m
SERIES A
Total funding: $43.6m
Company benefits
- Vision and dental insurance
- 8-16 weeks paid parental leave
- Company equity
- Work from home opportunities
- Health insurance
Company HQ
Cerritos, CA
Leadership
Daniel Kim
(Co-Founder & Senior Advisor)Co-founded AuditBoard in 2014, and served as co-CEO until July 2020. Former Global Director of Internal Audit at Quiksilver and Executive Director, Corporate Audit and Compliance at International Rectifier.
Jay Lee
(Co-Founder, Co-Chair of the Board & Senior Advisor)Co-founded AuditBoard in 2014, and served as co-CEO until July 2020. Former VP of CounterPoint, and was SVP & CFO at Tomich Brothers Seafood.
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