Optro

People Operations

• Partner with leaders, managers, and employees in Customer Advisory Services, Finance, and Legal to align people strategy with business strategy
• Act as a resource and advisor to employees, fostering trust through clear HR processes
• Develop leadership capability and provide coaching and support throughout the employee lifecycle
• Partner with the broader People team and internal stakeholders on performance and talent reviews
• Support compensation planning, performance management, career development, and leadership coaching
• Contribute to organizational design, headcount planning, and employee relations
• Drive high-performing teams and an inclusive, engaging culture
• Balance strategic work with hands-on execution across multiple projects and priorities

Senior People Business Partner

Strategy

• Develop and execute comprehensive GTM and operational playbooks for international market entry
• Collaborate with local GTM leadership and regional teams to align resourcing with market maturity
• Track international performance, monitor localized product gaps, and build business cases for strategic reviews and future investment
• Ensure operational discipline, governance, cross-functional execution, and alignment of strategy with day-to-day operations
• Lead Optro’s FedRAMP Moderate authorization process as primary program manager
• Coordinate FedRAMP workstreams across Product, Engineering, Security, Legal, and external 3PAO assessors
• Align FedRAMP milestones with Fed/SLED GTM strategy
• Provide regular FedRAMP progress updates to the Executive Leadership Team
• Achieve FedRAMP Moderate readiness milestones and manage 3PAO audit delivery within target timelines of 15–18 months

Senior Strategic Initiatives Manager, International Expansion, FedRAMP

Account Executive

• Own a sales target for assigned accounts in Japan
• Build account and territory plans focused on winning new customers
• Create pipeline through direct outreach, referrals, events and partner relationships
• Manage the full sales process from first meeting through contract signing
• Understand customer needs, current workflows and reasons for change
• Build relationships across audit, risk, finance, IT and procurement, including senior decision-makers
• Work with technical teams on demos and proposals addressing customer needs
• Build business cases demonstrating Optro’s value
• Guide deals through Japanese buying processes, including internal approvals, ringi, legal and procurement
• Grow existing accounts by identifying new teams and use cases
• Work with partner teams, Big Four firms and local advisers to find and win business
• Use MEDDPICC to assess deals and maintain accurate sales forecasts and CRM records
• Coordinate with delivery and customer success teams for clear expectations and smooth handovers
• Travel for customer meetings, partner meetings and events approximately 25–30% of the time
• Help Optro, a cloud software company that manages audit, risk and internal controls, win new customers and grow existing accounts in Japan

Enterprise Account Executive – Japan

Customer Support

• Respond to client product functionality questions
• Provide technical troubleshooting through email, live chat, and scheduled live video sessions
• Develop in-depth expertise in the Optro platform and explain product features and functionality
• Collaborate with engineering and product teams to escalate issues
• Provide client feedback to drive product improvement
• Use AI tools and internal knowledge bases to draft responses, summarize tickets, and identify key client issues
• Identify trends in client feedback and recommend changes to improve the user experience

Client Support Specialist – PT Hours

Manager

• Lead partner enablement and delivery across EMEA/MENA and APAC
• Act as Optro's on-the-ground regional authority and own regional direction
• Execute structured partner enablement training plans aligned to partner maturity and Optro modules
• Conduct monthly partner calls covering new features, methodology, and tooling updates
• Support partners in building and operationalizing Centres of Excellence
• Track partner capability development and readiness milestones, escalating risks and gaps
• Own day-to-day Partner Services relationships for assigned partners
• Maintain partner relationships focused on delivery quality, capability growth, and operational excellence
• Support partner progression toward delivery self-sufficiency
• Work with Sales to ensure opportunities are partner-ready and transition smoothly into delivery
• Recommend engagement models based on partner capability, maturity, and deal complexity
• Collaborate across Sales, Alliances, Solutions, Services, and Product
• Manage delivery escalations, conduct root-cause analysis, and implement corrective actions
• Identify recurring delivery challenges and improve enablement, tooling, and operating models
• Advise on partner implementations as needed
• Prepare executive-ready updates on partner performance, risks, and strategic progress
• Report to the Director of Partner Services

Partner Services Manager – EMEA

Analyst

• Provide expert guidance to Sales and Customer Success on deal structuring, pricing, redlining, and contract management
• Participate in deal reviews with Sales and Sales Leadership to support account-level pricing and deal-structuring strategy
• Ensure deals are efficiently structured and processed in alignment with company policies
• Review, interpret, and confirm contract terms and conditions with Finance and Legal
• Draft, modify, and finalize contracts for new, add-on, and upsell Cloud Subscription Services business
• Review and approve deals for Optro customers and prospects
• Anticipate issues and initiate resolutions using professional judgment, policies, and procedures
• Address Sales and Account Management queries regarding quoting tools and CRM systems
• Participate in testing to support quoting-tool enhancements
• Support Sales enablement through new-hire and ad hoc training
• Drive efficiency and process improvements independently
• Support commercial projects as needed

Senior Deal Desk Analyst – Temp

• Develop and implement strategic renewal plans beginning 6 months before contract end
• Conduct account research and navigate complex contract structures
• Negotiate renewal terms and pricing
• Identify expansion opportunities
• Collaborate with Sales, Customer Success, Legal, and Deal Desk stakeholders
• Generate and deliver accurate renewal quotes and order forms
• Coordinate and execute contract amendments and renewal documents
• Provide accurate rolling 180-day forecasts
• Update Salesforce and forecasting systems
• Maintain clear, professional customer communication
• Gather customer insights and identify renewal risks
• Share feedback with relevant teams and refine renewal strategies
• Support subscription renewals and expansion of the current customer base
• Maintain retention rates, drive revenue growth, and mitigate risks

Enterprise Renewals Manager – Temp

Accounts Receivable

• Report to the AR Manager as the pioneer US-offshore member of the AR Specialist team, working assertively and self-sufficiently while leaning on the US team for ramp-up support
• Review new and amended customer contracts to ensure billing terms, pricing, and schedules are correct
• Partner cross-functionally with Sales, Deal Desk, and Order Management to validate order forms and contract terms translate correctly into billing setup
• Complete vendor setup forms and manage vendor portal/PO process setup, including verification calls
• Research and resolve billing disputes and discrepancies raised by customers, coordinating with internal teams to issue credit memos or corrected invoices as needed
• Distribute invoices utilizing Tesorio campaigns via the company's AR group email
• Monitor the AR group email and Tesorio to identify delinquent accounts, manage the dunning process, and drive proactive outreach strategies to accelerate timely collection of aged and high-risk receivables
• Collaborate cross-functionally with legal, sales, customer success, and accounting leadership as appropriate
• Support month-end and year-end accounting close, assist with general operational activities, and support ad hoc projects as needed

Accounts Receivable Specialist II

• Lead the regional people strategy and shape the employee experience across EMEA and APAC
• Partner with and coach leaders at all levels on performance reviews, compensation planning, team development, and organisational design
• Advise and coach leaders on complex employee relations issues, including performance management, investigations, and grievances
• Provide expertise on local labor law and compliance across EMEA and APAC
• Support global expansion through entity creation and PEOs
• Support the development and implementation of foundational people policies, processes, and programs for EMEA and APAC
• Collaborate with US-based People Business Partners and leaders on a cohesive global people strategy
• Leverage data and analytics to influence business strategy and inform decision-making
• Travel to the London office two times per week and occasionally travel for business meetings

People Business Partner, EMEA, APAC

Data Analyst

• Build company-wide annual ARR and pipeline generation targets using structured assumptions and scenarios
• Own sales quota setting, headcount and capacity models, and representative productivity analysis
• Support territory design to align coverage with growth opportunities
• Define planning-cycle inputs, timelines, and outputs across workstreams
• Build and maintain dashboards, scorecards, and KPI reports for sales, SE, and xDR teams
• Define leading indicators for risks and opportunities
• Standardize metrics across regions, channels, and product lines as a single source of truth
• Use AI to build scalable tools and workflow efficiencies for GTM teams
• Partner with GTM and Finance leaders on performance measurement and decision-making
• Convert complex analysis into clear, defensible recommendations
• Align stakeholders around a shared narrative
• Set analytical rigor and quality-assurance standards
• Mentor peers and junior analysts on modeling, scenario planning, and executive communication
• Advance reporting automation and data quality
• Report to the Director of Sales Strategy & Analytics

Senior Sales Strategy – Analytics Manager

Performance Marketing

• Own the demand generation strategy and drive marketing-sourced and marketing-influenced pipeline
• Develop and execute integrated multi-channel campaigns across paid social, display, retargeting, content syndication, email, webinars, virtual events, direct mail, and sales development programs
• Build campaign strategies aligned with business objectives, personas, industry trends, and the enterprise buyer journey
• Partner with Product Marketing to translate product positioning into demand generation campaigns
• Serve as the primary marketing partner to Sales and GTM teams
• Drive segmentation, audience strategy, and campaign personalization
• Analyze campaign performance, pipeline contribution, attribution, and ROI
• Forecast campaign performance and develop plans to achieve pipeline and revenue targets
• Scale successful programs and test new channels, messaging, tactics, and AI
• Monitor competitive activity, industry trends, buyer behavior, and demand generation best practices
• Present campaign strategy, performance, insights, and recommendations to senior Marketing and Sales leadership
• Mentor junior marketers and contribute to demand generation processes and operational excellence

Senior Demand Generation Manager

• Sell Optro products to large publicly traded and private organizations
• Execute full-cycle sales, including territory planning, pipeline generation, and progressing opportunities to close
• Expand opportunities in existing and new customer accounts through cross-sell, upsell, and net-new acquisition
• Strategize multi-pillar platform sales across business units and economic buyers
• Collaborate with CCOs, CAOs, CFOs, CIOs, CTOs, EVPs, and SVPs to develop tailored solutions
• Identify customer pain points, educate prospects on Optro’s value, demonstrate the product via video conference or onsite, and guide prospects through the sales process
• Travel 25%–30% for client and partner meetings, events, and conferences
• Co-create solutions and business cases to drive stakeholder advocacy and adoption
• Work with SDRs/BDRs, Product Solutions, and Value Architects to achieve sales goals
• Partner with Implementation and Customer Success teams to support customers and set expectations
• Develop the Big 4 and boutique-firm partner ecosystem for business development
• Engage with C-level executives at Fortune 500 companies and represent Optro at industry events as a thought leader

Enterprise Account Executive

Marketing Operations

• Serve as hands-on technical owner of the marketing technology stack, including Marketo and connected tools
• Configure, maintain, optimise, evaluate, and recommend marketing technology tools
• Own lead lifecycle, scoring, nurture architecture, and operational campaigns
• Govern programs, identify leaks and underperformance, redesign logic, and build modular, cloneable programs
• Independently troubleshoot sync failures, routing errors, field mapping, and webinar/event integrations
• Maintain email segmentation, personalisation, dynamic content, deliverability, send governance, frequency rules, suppressions, and audience conflict controls
• Own UTM tracking standards, campaign and channel taxonomy, attribution tooling, and data accuracy for campaign reporting
• Maintain data integrity through hygiene, deduplication, normalisation, enrichment, and purging
• Set and maintain standards and documentation for processes, systems, programs, tools, and workflows
• Partner with Demand Gen, Events, and Sales to translate goals into system execution and manage intake/prioritisation
• Direct the external execution agency and set specifications, standards, and quality expectations
• Mentor the team as it grows
• Drive AI-powered automation for scoring, segmentation, QA, and repetitive tasks with governance

Marketing Operations Manager

Marketing

• Own marketing performance measurement end to end, covering campaign, channel, and program reporting from first touch through closed-won revenue
• Build, maintain, and improve attribution and funnel models used for budget allocation
• Apply machine learning and LLM-based approaches to propensity scoring, pipeline forecasting, channel mix optimization, and anomaly detection
• Build AI-assisted insight generation for automated “what changed and why” answers
• Evaluate, pilot, and scale AI capabilities in marketing and analytics tooling
• Make build-versus-buy recommendations based on measured impact
• Set standards for responsible AI use, including output validation, assumption documentation, drift monitoring, and data-handling partnerships with Security and Legal
• Partner with Demand Generation and Events teams on targets, pipeline forecasts, and performance tracking
• Design and maintain dashboards and self-serve reporting
• Own the marketing data stack, including Salesforce, marketing automation, and downstream warehouse tables
• Partner with Marketing Operations and Data Engineering on data quality and instrumentation
• Deliver executive-level analysis and readouts for QBRs, board materials, and annual planning
• Develop budget scenarios and ROI cases for new investments
• Raise analytical standards through mentorship, documentation, and clear analysis practices
• Report into Marketing Operations and support the full marketing organization

Senior Manager, Marketing Analytics

Product Marketing

• Lead, motivate, and mentor a team of product marketers covering the GRC portfolio
• Operate as GTM leader for audit, risk, and compliance business lines and set growth strategy
• Define the GRC narrative in the agentic era and establish Optro as a category agenda-setter
• Collaborate with product leadership on roadmap and market-winning plans
• Serve as expert on Optro products, innovation, use cases, and competitive markets
• Partner with sales to build playbooks, content, and resources improving productivity and win rates
• Define GTM and launch plans for new products and capabilities
• Develop messaging, positioning, buyer personas, product presentations, and strategic campaign content
• Collaborate with demand generation on campaigns for prospects, customers, and partners
• Lead quarterly business review reporting and distill business insights for leadership
• Drive cross-functional strategic initiatives to accelerate growth