About Otodata
Otodata is the leading provider of remote tank monitoring (RTM) for the propane and LPG industry, with an installed base spanning North America, Europe, Latin America and Israel. Our devices and software platform give distributors real-time tank levels, route optimisation and delivery efficiency, and we are extending the same platform into adjacent verticals including fuels and lubricants, used cooking oil, industrial gas, ice box and metering.
Otodata is backed by GI Partners and is executing a value creation plan to double revenue by 2030 and shifting the mix towards recurring hardware-as-a-service (HaaS) and telemetry-as-a-service (TMaaS) models. We design and manufacture our devices in Montreal and sell through a direct sales team in North America, in-country teams in Europe and Latin America, and selected channel partners.
The opportunity
Otodata has grown to its current scale on the strength of its product and deep customer relationships. The next phase of growth takes us into more markets, more verticals and more selling motions at once: deeper penetration of our core, new adjacent verticals, country-by-country expansion in Europe and new-market entry in Latin America.
The Director of Revenue Operations will scale the infrastructure that enables this including a single CRM foundation for every region, disciplined forecasting and pipeline management, account prioritisation and territory design, quota and compensation mechanics, and the reporting that lets leadership see and steer the business in real time.
This is a hands-on build role with high visibility to the CEO, CRO and CFO.
Role overview
The Director of Revenue Operations owns the systems, processes, data and analytics behind Otodata's commercial engine across all regions and verticals. The role sits within Finance and works day to day with the CRO and the regional sales leaders as the operating partner to the front line.
Scope spans forecasting, pipeline management, Salesforce and the sales technology stack, account prioritisation, quota and compensation administration, sales enablement analytics, and commercial reporting to the executive team and Board. The role inherits the Sales Analytics team and will shape the RevOps organisation as the business scales.
Key responsibilities
Forecasting, pipeline and deal intelligence
- Own the revenue forecasting model and process end to end, with customer, product, vertical and month-level granularity, and deliver forecast accuracy within ±5%.
- Define and enforce opportunity stage definitions, entry and exit criteria and deal-stage acceptance criteria for enterprise and strategic pursuits
- Run a consistent pipeline inspection cadence with the CRO and regional leaders that drives specific actions on coverage, stage ageing and at-risk deals.
- Build the measures the GTM plan depends on: win rate, cycle time, demo-to-close rate, installed-base penetration by account, CAC and payback by vertical and country.
Salesforce, sales systems and commercial reporting
- Lead the Salesforce territory, forecast and commercial reporting build-out in partnership with IT.
- Own CRM configuration, data hygiene and adoption across the commercial organisation, and integrate commission, contract and device data alongside pipeline data.
- Build and maintain executive dashboards for ARR, unit activations, ARPU by vertical and country, gross and net retention, HaaS and TMaaS conversion and pipeline coverage
- Own the monthly commercial update and the GTM section of the quarterly Board deck, with consistent definitions and commentary.
Account prioritisation, coverage and territory design
- Maintain the account tiering and refresh cadence, using penetration headroom and share of wallet estimates.
- Design territories and coverage ratios by tier, region and vertical, and model the scale triggers (ARR, accounts or pipeline per rep)
- Run capacity modelling and the hiring sequence implied by the GTM design, working with CRO, Finance and HR.
Quota, compensation and planning
- In partnership with Finance and HR, design and administer sales compensation plans with clear crediting rules for named accounts, overlays, specialists and channel partners
- Own quota setting and planning, aligned to ARR growth, net retention and ARPU expansion.
- Partner with Finance on the annual budget, the 12-month rolling forecast and segment-level P&Ls
Value realisation and sales enablement
- Own the standard customer economics model at target penetration for every Tier A account
- Surface specific opportunity areas from pipeline, performance and installed-base insights, by vertical, segment and country, and translate them into recommended commercial actions.
- Define the health score and early-warning signals from device and billing data that drive renewal management and expansion.
- Enforce pricing governance and the discount approval framework on new and renewing contracts, working with Finance to report HaaS and TMaaS unit economics by model and cohort.
GTM governance and cross-functional leadership
- Act as secretariat to the monthly GTM SteerCo: track decisions, owners and dates
- Bring gravitas to the weekly sales reviews: challenge forecasts that are not supported by pipeline data, hold sellers to the stage and exit criteria, and coach them on how to work within the process rather than simply policing it.
- Define the rules of engagement between account managers, customer success, solutions engineers, adjacency specialists and partners.
- Partner with Manufacturing and Supply Chain so that device production, shipping and activation support the commercial forecast
- Support commercial due diligence and GTM integration playbooks for tuck-in acquisitions.
- Build and lead the Revenue Operations team, starting with Sales Analytics.
Candidate profile
Required
- 8 to 12 years in Revenue Operations, Sales Operations or commercial finance, including at least 3 years leading a RevOps or Sales Ops function in a B2B business with recurring revenue (subscription, HaaS, usage-based or similar).
- Experience building and managing forecast, pipeline and CRM discipline in a business
- Experience with multi-region, multi-segment sales organisations: direct field teams, inside sales, overlay specialists and channel or distributor partners, ideally including international markets.
- Demonstrated strength in forecasting and pipeline analytics, stage and exit criteria design, quota design, and sales compensation design and administration.
- Hands-on Salesforce expertise, including configuration, territory management and forecasting
- Comfortable with hardware and installed-base economics: units, ARPU, activations, retention and cost to serve, not just bookings.
- Excellent executive communicator and cross-functional collaborator who can hold the line on data integrity with senior sales leaders while remaining a trusted partner to them.
Preferred
- Industrial IoT, telematics, energy distribution (propane, LPG, fuels) or field-services industries.
- Experience in a private equity-backed or similarly high-accountability environment, with exposure to Board-level reporting.
- Building a standard value or ROI model used by the sales team with executive buyers.
- Commercial diligence or GTM integration on acquisitions.
- Working knowledge of French.
Core competencies and attributes
- Builder mindset: energised by creating structure and willing to do the detailed work
- Data integrity under pressure: keeps definitions consistent and the forecast honest and is comfortable being the independent voice between Sales and Finance.
- Gravitas and conviction: Confidence to hold their ground with experienced sales leaders while keeping that relationship strong and constructive.
- Commercial judgement: understands how sellers actually work and designs process that helps them sell more, not process for its own sake.
- Analytical rigour: turns device, billing, commission and CRM data into decisions on coverage, pricing and investment.
- Influence without authority: earns the trust of regional leaders in Montreal, the US, Europe and Latin America who do not report to the role, and coaches sellers towards compliance with the process rather than simply enforcing it.
- Pace and pragmatism: sequences the build so that the commercial team sees value quickly, rather than waiting for a perfect system.
- Ownership culture: accountable for outcomes, transparent on misses and proactive in surfacing issues before they reach the CEO or Board.
Location, compensation and how to apply
The role is based at Otodata's headquarters in Montreal with a hybrid working arrangement with periodic travel. Candidates must be able to work in Canada.
