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. Otodata has grown to its current scale on the strength of its product and deep customer relationships. 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. The Director of Revenue Operations owns the systems, processes, data and analytics behind Otodata’s commercial engine across all regions and verticals. 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. 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) 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. 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 current and renewing contracts, working with Finance to report HaaS and TMaaS unit economics by model and cohort. 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. 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

📌 Head of Care Management Operations (Montreal)
🏢 Otodata Industrial Gas
📍 Montreal