Director, Commercial Strategy & Analytics (Remote)

Optro

2d•Remote

About The Position

Having surpassed $300M ARR and continuing to grow, Optro is the leading audit, risk, ESG, and InfoSec platform on the market. 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! At Optro, we are building a world-class commercial organization with proven leaders from the enterprise technology, SaaS, and audit, risk, and compliance industries, and we believe a thoughtful, data-driven approach to decision-making is the key to driving smart growth. 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.

Requirements

5+ years of progressive leadership in GTM, Revenue/Sales Operations, Commercial Strategy, and/or management consulting within high-growth tech or SaaS companies.
A keen understanding of what it takes to drive growth without breaking the bank, with the courage to buck norms to find the right answer. You will possess an expert-level ability to use data to identify systemic growth opportunities and operational bottlenecks.
Expert-level proficiency in Excel/GSheets and Tableau to build models, alongside advanced SQL capabilities (Python/R preferred), allowing you to structure and execute analysis from complex data sets.
An understanding of SaaS financial drivers, including CAC, LTV, and the Magic Number, as well as experience in sales planning (territories and quota setting), sales processes, funnel management, and forecasting.
Demonstrated ability to drive alignment across the entire organization, including senior leadership.. You will use your empathy to connect with sales leaders, account executives, and other GTM leaders to help them achieve big and bold objectives.
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

Nice To Haves

Your sense of humor, because we spend too much time at the job not to have some fun while we are at it
Culture Add: Your sense of humor, because we spend too much time at the job not to have some fun while we are at it

Responsibilities

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.