# Purpose of the Role
Own the economics and commercial performance of the marketplace's financial services function: procure acquiring services from partner banks at optimal cost, structure lending products with banks/NBCOs so customers get competitive rates, and grow financial services as a profit contributor rather than a cost center.
Key Responsibilities
•Negotiate acquiring terms with partner banks (MDR/interchange, chargeback terms, and FX where relevant); run periodic benchmarks against the market.
•Structure and negotiate lending programs (installment/BNPL, POS loans): interest rates, risk-sharing, merchant discount rates, and approval-rate commitments.
•Manage relationships with banks, NBCOs, and payment providers.
Product Economics & Unit Economics
•Own the P&L of acquiring and lending products: revenue versus cost.
•Model unit economics per transaction and per credit product; identify where marketplace subsidy makes sense (GMV uplift versus margin cost).
•Set internal pricing for merchants (acquiring commission structure), balancing competitiveness and margin.
Growth & Product Development
•Increase penetration of installment sales in GMV; improve loan approval rates and checkout conversion in partnership with product/tech teams.
•Define KPIs: financial services take rate, installment share of GMV, approval rate, NPS on the financing flow, and partner cost per transaction.
•Launch new financial products (e.g., merchant working-capital lending, cards, and wallets) where economics justify.
Delivery & Team Enablement
•Partner with product teams, helping them understand product goals and the value of their work within the broader Tribe strategy.
•Ensure teams have a clear understanding of the Product Goal and expected outcomes.
•Work collaboratively with teams and Tribe leaders to achieve target product metrics.
•Clarify the value of selected backlog items for sprint implementation and jointly refine business requirements to ensure value delivery.
•Collaborate with teams and Tribe leaders to ensure initiatives are prepared for development in a timely manner.
•Assist teams in validating hypotheses, refining business requirements, and making implementation-level decisions.
•Facilitate cross-team collaboration within the Tribe to resolve dependencies and enhance alignment in value delivery.
•Maintain transparency regarding team progress and delivery status. Work with Tribe leaders and teams to improve flow and delivery predictability.
•Participate in team sprint events: Sprint Planning, Product Backlog Refinement, Reviews, and Retrospectives, addressing product-related questions.
•Foster an efficient delivery process, helping teams identify risks and dependencies and resolve product-level issues as they arise.
•Support and develop product competency within teams—engaging them in the Discovery process, coaching them to better understand the value of their work, and maintaining a strong user-centric focus.
Requirements
•5+ years in banking, payments, fintech, or financial services.
•Understanding of card acquiring economics (interchange, scheme fees, MDR structures) and consumer credit products (installments, POS lending, BNPL).
•Experience building financial models for payment/credit products; comfort with unit economics, cohort analysis, and funding cost structures.
•Experience managing the product lifecycle, from discovery and prioritization to delivery and continuous improvement.
•Familiarity with the local banking market and key decision-makers is a strong plus.
•Understanding of e-commerce metrics (GMV, AOV, conversion, take rate) and how financing drives them.
•Strong negotiator with commercial instinct.
•Analytical rigor: can independently build and challenge P&L and pricing models.
•Cross-functional operator: works effectively with product, tech, legal, and commercial teams.
Preferred Backgrounds
•Financial services lead at a large retailer, marketplace, or telecom.
•Payments/fintech commercial lead.
•Head of transaction banking / merchant acquiring at a bank.
