[Hiring] Strategic Technology Partnerships Director @Optro

Role Description

The Strategic Office is building a formal ecosystem partnerships capability in 2026. The GRC market is consolidating, and the companies we partner with, such as ERP platforms, financial reporting tools, workflow systems, etc., are shaping the future of how enterprise risk and compliance gets managed. This role fixes that.

This is not a traditional partnerships or channel sales role. 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
• The GTM motions that generate measurable pipelines

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.

Key Responsibilities

• Partnership Origination & Structuring:
  • Build and maintain Optro’s ecosystem partnership strategy from the ground up.
  • Map the GRC, ERP, financial reporting, and adjacent enterprise software landscape to identify the highest-value partnership targets.
  • Develop the business case for each priority partnership: the commercial rationale, the integration opportunity, the GTM model, and the long-term strategic value.
  • Lead commercial negotiations and execute partnership agreements; co-sell arrangements, technology integration agreements, joint GTM commitments.
  • Maintain a living partner landscape map that informs the LRP, the M&A thesis, and the CEO’s strategic narrative.
• GTM Activation and Operationalization:
  • 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.
• Relationship Governance & Strategic Optionality:
  • Own executive relationships at partner companies at the VP+ level.
  • 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.
  • Serve as the connective tissue between Optro’s partnership activity and the company’s M&A strategy.

Qualifications

• 7+ years in strategic partnerships, business development, or corp dev in B2B SaaS or enterprise software.
• Experience structuring complex, multi-party commercial agreements.
• Demonstrated ability to build and manage executive relationships at the VP and C-suite level.
• Strong commercial instincts: able to run negotiations and close agreements independently.
• Experience in GRC, audit, risk, compliance, ERP, financial reporting, or an adjacent enterprise software category is a meaningful advantage.

Benefits

• Launch a career at one of the fastest-growing SaaS companies in North America!
• Live your best life (LYBL)! $200/mo for anything that enhances your life.
• Comprehensive employee health coverage (all locations).
• 401K with match (US) or pension with match (UK).
• Competitive compensation & bonus program.
• Flexible Vacation (US exempt & CA) or 25 days (UK).
• Time off for your birthday & volunteering.
• Employee resource groups.
• Opportunities for team and company-wide get-togethers!