Strategic Technology Partnerships Director, Optro
$176-220k
+ Bonus and equity
AI-powered GRC software
Be an early applicant
AI-powered GRC software
201-500 employees
Be an early applicant
$176-220k
+ Bonus and equity
201-500 employees
Company mission
To redefine GRC through a single, AI-powered system of action.
Role
Who you are
- 7+ years in strategic partnerships, business development, or corp dev in B2B SaaS or enterprise software with a track record of building from scratch, not inheriting a mature program
- Experience structuring complex, multi-party commercial agreements co-sell arrangements, technology integration agreements, joint GTM commitments
- Demonstrated ability to build and manage executive relationships at the VP and C-suite level at large enterprise software companies
- Strong commercial instincts: you can run a negotiation, read a room, and close an agreement without hand-holding
- Experience in GRC, audit, risk, compliance, ERP, financial reporting, or an adjacent enterprise software category is a meaningful advantage
What the job involves
- The person who takes this role will be building something from scratch: the partner strategy, the target prioritization framework, the commercial structures, the executive relationships, and the GTM motions that generate measurable pipelines and position Optro as the ecosystem partner of choice in GRC
- They will also be managing relationships that could become the most strategically important ones in Optro’s history
- That requires someone who can operate simultaneously at the commercial and the strategic level, closing co-sell agreements on Monday and having C-suite conversations about joint roadmaps on Thursday
- You will build and maintain Optro’s ecosystem partnership strategy from the ground up. That means:
- Mapping the GRC, ERP, financial reporting, and adjacent enterprise software landscape to identify the highest-value partnership targets
- Developing the business case for each priority partnership: the commercial rationale, the integration opportunity, the GTM model, and the long-term strategic value
- Leading commercial negotiations and executing partnership agreements; co-sell arrangements, technology integration agreements, joint GTM commitments
- Maintaining a living partner landscape map that informs the LRP, the M&A thesis, and the CEO’s strategic narrative
- Partnerships that don’t generate commercial traction are just agreements. You will own the go-to-market motion for each active partnership:
- Design and run co-sell programs with partner sales teams, including joint pipeline development, deal registration, and field enablement
- Coordinate with Optro’s Marketing and Sales teams on joint campaigns, integration go-to-market, and partner-sourced demand generation
- Build the internal case for each partner’s channel value; partner-sourced pipeline should show up in the GTM numbers and be attributable
- Work with Product and Engineering on integration prioritization, ensuring the technical integration roadmap aligns with the commercial partnership strategy
- This is the work stream that separates this role from a conventional business development or partnerships function. You will:
- Own executive relationships at partner companies at the VP+ level, not just with their partner programs or technical teams
- Maintain a regular cadence of strategic dialogue with each priority partner: joint roadmap alignment, product vision sharing, market positioning conversations
- Monitor each partnership for signals of deepening strategic interest; acquisition intent, category expansion, competitive positioning shifts and route those signals to the CEO, Corp Dev, and CGO
- Serve as the connective tissue between Optro’s partnership activity and the company’s M&A strategy: the relationships you build are the pipeline from which strategic transactions emerge
Application process
- Please note that background checks are required
Our take
Optro (formerly AuditBoard) provides risk and compliance software for large businesses. The company's founders spent years working at the Big Four and other global enterprises, and realized 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.
Now Optro is focused on expanding its AI-powered GRC platform. Following its rebrand from AuditBoard, the company acquired AI-native SOX automation platform Midship to help audit teams automate repetitive work and focus more on strategic risk analysis. And impressively, more than 50% of the Fortune 500 now use Optro's platform as it continues building AI-driven tools for risk, compliance, and cybersecurity teams.
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
- Health and wellness benefits: High quality health plans and access to hormonal and family-building support.
- Time away from work: Generous paid time off including vacation, holidays, sick time, bereavement, and more.
- Financial benefits: Beyond a competitive salary, plans are provided to assist in your financial future including retirement and pension plans as well as life and disability insurance.
- Parental leave: Parents are eligible for time off to care for their newborn, adopted child, or foster child. Parental leave benefits and pay vary by location.
- Professional development: Continuously grow through development workshops, mentoring programs, and more.
- Community impact: We partner with communities to provide services in addition to sponsoring our own events.
- Live your best life: Invest in yourself, on us. Our monthly wellness stipend is designed to support your life beyond the screen, giving you the flexibility to fuel your passions and your well-being.
- Mental health: Access to Headspace’s well known meditation support plus coaching and therapy, for you and additional loved ones.
Company HQ
Wilmington, DE
Leadership
Raul Villar Jr.
(CEO)Prior to joining Optro in 2025, Raul was the CEO of Paycor for nearly 6 years. They also spent over 8 years at AdvancedMD and nearly 22 years at ADP.
Jim Sperduto
(CGO)Prior to joining Optro in 2025, Jim spent over 30 years at ADP. While there, they held a number of roles, including President of Small Business, Retirement, and Insurance Services.
Haibei (Happy) Wang
(Chief Product & Technology Officer)Prior to joining Optro in 2023, Haibei was the CTO at Everbridge and Skupos. They also held VP roles at Globality, AccelOps and Scripps Network Interactive.
April Crichlow
(CMO)April spent over 17 years at SAP, ultimately as CMO at SAP SuccessFactors. They then spent 3 years at Centrical as CMO before joining Optro in 2025.
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