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, OTT Pay serves merchants, financial institutions, and agent partners with payment and acquiring solutions.
The Chief Revenue Officer is a senior leadership role responsible for the company’s integrated commercial growth strategy. Reporting to the CEO, the CRO serves as the single executive owner of the revenue plan, connecting market selection, sales, strategic partnerships, existing merchant expansion, and commercial execution into a sustainable growth engine.
Key Responsibilities:
Revenue Strategy & Commercial Leadership
- Develop and execute the annual revenue strategy across new business, existing merchants, products, industries, and channels, with clear growth, profitability, investment, and implementation assumptions.
- Select and prioritize 2–3 target markets based on addressable demand, customer density, differentiated value, implementation requirements, and unit economics.
- Own the integrated 12-month commercial forecast, incorporating pipeline maturity, win probability, expected launch timing, attainable share, and operating capacity.
- Set commercial priorities and allocate resources to opportunities that can generate sustainable transaction volume, net revenue, and contribution profit.
Sales & Channel Management
- Lead and align the sales organization, including Business Development, channel sales, Inside Sales, and commercial account management.
- Establish and maintain a unified sales operating model covering lead allocation, account ownership, opportunity stages, pricing authority, quotas, commissions, training, and forecasting.
- Drive consistent commercial discipline across direct sales and channel partnerships, with clear accountability for pipeline, conversion, customer ownership, and forecast reliability.
- Work closely with RevOps to maintain consistent CRM, customer ownership, forecasting, and revenue-performance standards.
Strategic Accounts & Partnerships
- Personally lead strategic enterprise and partner opportunities, including senior relationships, commercial negotiations, deal structures, and key contractual terms.
- Coordinate Product, Technology, Operations, Risk, Compliance, and Finance review before committing to commercial terms, implementation plans, or launch dates.
- Build and manage a portfolio of strategic accounts and channel opportunities with clear transaction-volume, profitability, implementation, and expansion assumptions.
Existing Merchant Expansion & Product Commercialization
- Develop strategies to expand existing merchants into additional payment products and local card acquiring, including segmentation, commercial priorities, pricing requirements, and profitability thresholds.
- Partner with Merchant Operations & Customer Growth to identify, convert, activate, and retain expansion opportunities.
- Translate customer and market evidence into commercial business cases for product opportunities, including expected incremental volume, profitability, delivery cost, reuse potential, and payback.
- Partner with Product and Technology on commercial prioritization while respecting their ownership of product roadmap, technical feasibility, and delivery.
Revenue Performance & Executive Management
- Establish weekly pipeline and onboarding reviews and monthly business performance reviews to identify gaps, bottlenecks, and required actions.
- Monitor transaction volume, net revenue, contribution profit, customer retention, channel performance, and commercial pipeline quality.
- Ensure growth decisions reflect profitability and delivery capacity rather than transaction volume alone.
- Provide the CEO with clear reporting on performance against plan, major opportunities, resource requirements, and commercial risks.
What you bring to the table:
- 10+ years of relevant experience in payments, acquiring, fintech, financial services, or a closely related commercial environment, with equivalent demonstrated results considered.
- 5+ years of leadership experience managing revenue, sales, business development, partnerships, or commercial organizations.
- Proven track record personally leading complex enterprise and/or channel transactions from commercial development through implementation and meaningful transaction volume.
- Strong understanding of payments economics, merchant acquisition, transaction volume, revenue, margin, and contribution profitability.
- Demonstrated experience building and managing a multi-channel revenue organization and operating model.
- Strong commercial judgment, negotiation skills, executive presence, and cross-functional leadership capability.
- Highly analytical and comfortable with pipeline, forecasting, transaction volume, revenue, profitability, customer economics, and implementation metrics.
Preferred
- Experience with merchant acquiring, card payments, cross-border payments, or payment technology platforms.
- Experience expanding an established merchant portfolio into additional payment products or acquiring solutions.
- Experience working closely with Product, Technology, Risk, Compliance, Finance, and Operations in a regulated financial-services environment.
- Experience in a scaling fintech or organization undergoing significant institutionalization and growth.
OTT Financial Group is committed to fostering an inclusive and accessible environment where all employees feel valued and respected, and where every employee can realize their potential. We are committed to providing reasonable accommodation, if required, and will work with you to meet your needs. We appreciate all applicants for their interest; however, only those candidates selected for an interview will be contacted.
