Director of Revenue Operations, Strategy & Pricing

Job Description

Job Description

OTT Pay Inc. is a high-growth, cross-border payments and acquiring platform operating across Canada, Hong Kong, and Singapore. As part of OTT Financial Group — a diversified financial services group with active Nasdaq IPO preparation underway — OTT Pay serves merchants, financial institutions, and agent partners with card acquiring, prepaid products, and cross-border remittance solutions.

This is a rare opportunity to join a scaling fintech at a transformative moment: we are building the institutional infrastructure, pricing governance, and commercial performance analytics capability required for our transition to a publicly listed company.

The Director, Revenue Operations, Strategy & Pricing is a senior leadership role sitting at the intersection of commercial strategy, revenue intelligence, and pricing governance. Reporting to the Pricing Committee with dotted-line accountability to the CEO and CFO, this role has two equally weighted mandates: Pricing Architecture & Governance and Revenue Performance & Business Intelligence.

The Director will serve as the single source of commercial truth for OTT Pay's senior leadership — translating sales activity, channel data, and market signals into clear, credible, and decision-ready intelligence for the Pricing Committee, CEO, CFO, and CRO.

Key Responsibilities:

Revenue Operations & Business Intelligence

• Design and own the end-to-end Revenue Performance Monitoring Framework across all business lines, channels, partners, and geographies
• Define and standardize KPIs across the full revenue funnel (pipeline, activation, transaction volume, take rate, net revenue)
• Build and maintain executive dashboards providing real-time and period-end visibility into commercial performance
• Establish data governance standards to ensure consistency, auditability, and trust in all reported metrics
• Lead monthly Revenue & Sales Performance reporting (vs. plan), including MTD/QTD/YTD tracking across all channels and regions
• Analyze performance drivers (volume mix, pricing, seasonality, channel trends) and deliver clear variance explanations and recommended actions
• Present insights to CEO, CFO, CRO, and Pricing Committee with structured narrative and decision-oriented recommendations

Partner & Channel Performance Management

• Monitor and evaluate business partner and distribution channel performance, including revenue contribution, margin quality, and pricing compliance
• Develop and manage a Business Partner Scorecard to support CRO oversight and prioritization
• Identify underperformance, pricing exceptions, and revenue concentration risks with quantified impact and remediation plans
• Track commercial pipeline health and provide ongoing updates on conversion, coverage, and forecast reliability
• Act as the analytical counterpart to the CRO, enabling data-driven decisions on incentives, resource allocation, and partner strategy

Forecasting & Predictive Analytics

• Build and maintain a rolling revenue forecast model (3–12 months) integrating pipeline, historical data, seasonality, and pricing changes
• Develop scenario-based forecasts (base / upside / downside) to support planning and risk management
• Deliver quarterly performance outlooks with key assumptions, sensitivities, and confidence levels
• Design early warning indicators (e.g., pipeline gaps, take rate compression) to proactively manage performance risk
• Produce investor-grade revenue projections aligned with IPO and board-level requirements

Pricing Strategy & Governance

• Own the full pricing lifecycle (design, implementation, review, optimization) across all products and channels
• Develop and maintain pricing frameworks and principles, ensuring alignment with margin targets and market positioning
• Build detailed profitability models across transaction, merchant, and portfolio levels
• Lead pricing design for new products, market expansions, merchant tiers, and partnerships
• Manage pricing governance processes, including quarterly reviews and Master Rate Card control
• Monitor competitive dynamics, interchange changes, and regulatory developments to inform pricing strategy

Commission & Commercial Strategy

• Design and optimize agent commission and revenue-sharing structures with clear margin impact analysis
• Develop campaign pricing strategies with defined objectives, timelines, and ROI measurement
• Ensure all pricing and commercial initiatives are data-driven, measurable, and aligned with company strategy

Strategic Leadership & Advisory

• Act as a trusted advisor to CEO, CFO, CRO, and Pricing Committee
• Translate complex commercial data into clear strategic options and trade-offs
• Lead deep-dive analyses on profitability, market dynamics, channel ROI, and pricing competitiveness
• Support IPO readiness with robust revenue models, board materials, and investor disclosures
• Own the company’s long-range revenue model for strategic planning and valuation

What you bring to the table:

• 8+ years of experience in the North American payments or fintech industry, with focus in pricing, revenue operations, commercial finance, or business intelligence
• Proven track record building and operating company-wide revenue performance frameworks, including KPI design, dashboards, and executive reporting
• Strong experience developing bottom-up revenue forecast models, integrating pipeline, transaction data, pricing, and market dynamics
• Deep understanding of payments economics (interchange, scheme fees, acquiring margins, FX spreads, cross-border pricing)
• Experience presenting insights, forecasts, and pricing recommendations to C-suite or board-level stakeholders
• Strong grasp of the payments landscape (acquiring, remittance, prepaid, digital wallets)
• Bachelor’s degree in Finance, Economics, Business, or a related field (MBA/CPA is a plus)

Preferred

• Experience in roles combining pricing strategy and revenue/commercial analytics (e.g., RevOps, Pricing, Commercial Finance leadership)
• Exposure to pre-IPO or public company environments, including investor-grade reporting and KPI disclosures
• Experience partnering closely with a CRO / commercial leadership team
• Advanced financial modelling skills (Excel/Sheets) and experience with BI tools (Tableau, Power BI, Looker, etc.) and SQL
• Cross-border payments experience across North America and/or Asia
• Mandarin language capability is an asset

Inclusivity Statement
OTT Financial Group is committed to fostering an inclusive and accessible environment where all employees feel valued and respected. We are committed to providing reasonable accommodation, if required, and will work with you to meet your need.