Strategic Technology Partnerships Director, Optro
$176-220k
+ Bonus and equity
Governance, risk, and compliance software
Be an early applicant
Governance, risk, and compliance software
501-1000 employees
Be an early applicant
$176-220k
+ Bonus and equity
501-1000 employees
Company mission
To transform the way enterprises manage their audit, risk, and compliance programs.
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 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.
Share this job
View 25 more jobs at Optro