Director of Revenue Operations

Location: Montreal

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 Rev Ops 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…