Role Overview
- The Growth Lead will drive growth initiatives for Pay Small Small (PSS) and Kalabash Cards (B2B and B2C) across existing and new airline partnerships, with a primary focus on Wakanow and other partner airlines.
- This role requires a strategic, analytical, and hands-on individual who can design and execute data-driven growth strategies that increase customer acquisition, product adoption, and revenue.
Core Responsibilities
Growth Strategy, Targets, and Budget Ownership:
- Own annual and quarterly growth targets for PSS and Cards, including volume, revenue, and contribution margin.
- Manage the growth budget, ensuring efficient deployment with clear ROI and payback tracking.
- Build growth forecasts, channel plans, and performance models aligned with company objectives.
PSS Growth and Partner Commercial Performance
- Own PSS growth across Wakanow and other airline and OTA partners, including partner attachment rate, funnel conversion, and repeat usage.
- Drive PSS positioning as a default payment option within partner booking journeys.
- Own commercial performance with partners, including pricing structures, fees, incentives, and contribution margins.
- Identify, negotiate, and execute co-branded growth initiatives and partner-led growth loops.
Card Growth (B2C and B2B):
- Own the end-to-end card growth strategy across B2C and B2B segments.
- Drive card issuance, funding, activation, and spend velocity.
- Build and scale B2B card programs for corporates, SMEs, and travel agents with clear revenue and retention targets.
- Own unit economics for card acquisition, usage, and lifetime value.
Channels, Campaigns, and Market Expansion:
- Design, test, and scale acquisition channels both online and offline, including activations, partnerships, and campus programs.
- Decide which channels to scale, pause, or discontinue based on performance data.
- Ensure growth initiatives translate into measurable revenue and usage, not just awareness.
Data, Insights, and Growth Playbooks
- Use data to identify growth opportunities, diagnose funnel drop-offs, and optimize performance.
- Build and document repeatable growth playbooks across PSS and Cards.
- Prepare clear, insight-driven reports on growth performance, unit economics, and forecasts for leadership.
Performance Indicators Key
PSS Growth KPIs:
- Partner attachment rate (% of bookings selecting PSS)
- Funnel conversion rate (PSS start to completion)
- Net revenue or contribution from PSS
- Cost per acquired PSS user and payback period
- Repeat usage rate.
Cards Growth KPIs (B2C and B2B):
- Number of new issued cards
- Number of newly funded cards
- Activation rate
- Spend per active card and transaction frequency
- B2B active accounts, revenue per account, and renewal or retention rate.
Qualifications
- Bachelor’s degree in Marketing, Business, Economics, or a related field. An MBA is an added advantage.
- Minimum of five years’ experience in growth, product marketing, partnerships, or commercial roles within fintech, payments, or travel.
- Proven experience owning growth targets, budgets, and commercial outcomes.
- Strong understanding of acquisition funnels, pricing, unit economics, and contribution margins. Excellent analytical, communication, and stakeholder management skills.
- Ability to operate in a fast-paced, execution-driven environment with high accountability.