Note: The job is a remote job and is open to candidates in USA. Optro provides an AI-powered GRC Intelligence Platform that helps enterprises transform risk into opportunity. The Senior Sales Strategy & Analytics Manager will lead go-to-market planning and performance measurement, including ARR and pipeline targets, sales quotas, capacity models, dashboards, and KPI frameworks. The role partners with GTM and Finance leadership to turn complex data into actionable commercial strategy and decisions.
Responsibilities
- 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
- 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
- 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
- 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
Skills
- 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
- Experience with dbt, Python or R, and a cloud data warehouse (Snowflake, BigQuery, Redshift)
- Experience building with LLM APIs or AI-assisted analytics tooling — natural-language querying, automated narrative reporting, and the like
Benefits
- Offers Bonus
Company Overview