Acquisition and Onboarding Lead Marketplace

Job description

## **About Addi** We are a leading financial platform, building the future of payments, shopping, and banking—a world where consumers and merchants can transact effortlessly and grow together. Today, we serve over 3.6 million customers and partner with more than 55,000 merchants, making Addi Colombia’s fastest-growing marketplace. With a state-of-the-art, technology-first approach, we provide banking solutions (deposits, payments, unsecured credit) and commerce services (e-commerce, marketing), bridging the financial gap for millions and redefining how people experience financial freedom. As the country’s leading Buy Now, Pay Later provider, we have secured regulatory approval to operate as a bank, unlocking even greater opportunities for our customers. In the past year, we have also achieved profitability, reinforcing the strength of our business model and our ability to scale sustainably. Our mission has earned the trust of world-class investors, including Andreessen Horowitz, Architect Capital, GIC, Goldman Sachs, Greycroft, Monashees, Notable Capital, Quona Capital, Union Square Ventures, Victory Park Capital, and more, who back our vision for the future. With their support, we are not just growing—we are transforming Latin America’s financial ecosystem and shaping the next generation to shop, pay, and bank in Colombia. But what truly sets us apart is how we build. We are a conscious company, driven by deep experience in scaling technology, services and products, and we live by [our values](https://co.addi.com/trabaja-con-nosotros#:~:text=%E2%80%A2%20We%20are%20owners,dentro%20del%20equipo.) every day. ## **About the Role** This is where you come in. Below, you’ll find what this role is all about—the impact you’ll drive, the challenges you’ll tackle, and what it takes to thrive at Addi. If you’re ready to be part of something big, keep reading. ## **What’s the mission you’ll drive** Accelerate marketplace GMV expansion and commercial scaling by directly sourcing, negotiating, and closing Tier 1 and Tier 2 merchants, while structuring and leading the cross-functional pipeline governance that enables the broader acquisition team to close deals faster. ## **What you will do** - **Establish a consistent commercial closure rate to onboard 24 active Tier 1 and Tier 2 merchants** by executing targeted outbound strategies, managing multi-category sales cycles, and properly routing pure enterprise opportunities to the dedicated enterprise team. - **Consolidate and maintain a healthy active pipeline of 100 to 120 prospective merchant accounts across the team** by evaluating multi-category commercial opportunities with the Marketplace Supply Head, prioritizing high-value leads, and enforcing clear stage-progression criteria. - **Establish and lead weekly commercial and onboarding business reviews starting in Month 1** by tracking the complete merchant acquisition journey, reporting drop-off reasons at each stage, and resolving operational bottlenecks across Sales, Marketing, and Product teams. - **Lead the monthly cross-sell review cadence** by providing cross-functional coordination and operational alignment to support the Sales team in increasing cross-sell merchant activations from 14 to 20 accounts per month. - **Achieve full pipeline accuracy and CRM operational excellence** by auditing and structuring sales stage updates in Salesforce, establishing key business triggers, and providing reliable metrics for accurate executive forecasting. ## **What we’re looking for** **Exceptional executive presence and influence-based leadership** *(MUST HAVE)* - Demonstrates superior C-suite presence when engaging merchant decision-makers, framing Addi’s value proposition directly around the merchant’s financial statements and growth levers. - Leads cross-functional initiatives and aligns internal stakeholders (General Manager, Supply Head, Executive Leadership, Sales) without formal direct authority. - Communicates with complete fluency in both written and spoken Spanish and English across senior internal and external audiences. - **Proven experience in strategic prospecting and pipeline architecture** *(MUST HAVE)* - Builds and executes structured outbound territory plans to identify, qualify, and engage high-value Tier 1 and Tier 2 retail merchants across multiple categories. - Possesses advanced command of CRM architectures (Salesforce, HubSpot) to enforce pipeline hygiene, stage definitions, and accurate revenue forecasting for team-wide workflows. - Navigates funnel mechanics with high quantitative rigor, identifying stage conversion drop-offs and taking immediate corrective action to maintain coverage. - **Track record of managing complex, multi-threaded commercial negotiations** *(MUST HAVE)* - Aligns disparate merchant stakeholders—including economic buyers, legal teams, technical leads, and marketing directors—to drive deals to close. - Manages multiple long-cycle commercial negotiations in parallel while maintaining total ownership and execution velocity. - Translates complex commercial frameworks, point-of-sale credit value drivers, and checkout integration terms into clear, win-win merchant agreements. - **Demonstrates extreme tenacity, autonomy, and a fast-paced startup mindset** *(MUST HAVE)* - Thrives in ambiguous, high-growth startup environments, maintaining momentum and organization through long, complex pursuit cycles. - Takes end-to-end ownership of both individual sales quotas and broader acquisition process improvements without requiring day-to-day oversight. - Exhibits high resilience and creative problem-solving when navigating merchant objections or internal onboarding friction. - **Has solid expertise in financial acumen and retail unit economics** *(MUST HAVE)* - Speaks the language of retail margins, inventory turn rates, and e-commerce conversion, positioning Addi as an indispensable sales driver. - Evaluates merchant category fit, product velocity, and basket size to prioritize high-converting Tier 1 and Tier 2 target lists. **Experienced in regional retail networks and commercial consulting** *(PREFERRED)* - Leverages an existing network of C-level contacts across retail, e-commerce, consumer brands, or marketplace sectors in Latin America. - Brings prior experience in top-tier strategy consulting or commercial partnerships within fintech, payments, or point-of-sale financing ecosystems. ## **Why join us?** - **Work on a problem that truly matters** – We are redefining how people shop, pay, and bank in Colombia, breaking down financial barriers and empowering millions. Your work will directly impact customers' lives by creating more accessible, seamless, and fair financial services. - **Be part of something big from the ground up** – This is your chance to help shape a company, influencing everything from our technology and strategy to our culture and values. You won’t just be an employee—you’ll be an owner - **Unparalleled growth opportunity** – The market we’re tackling is massive, and we’re growing faster than almost any fintech lender at our stage. If you’re looking for a high-impact role in a company that’s scaling fast, this is it. - **Join a world-class team** – Work alongside top-tier talent from around the world, in an environment where excellence, ownership, and collaboration are at the core of everything we do. We care deeply about what we build and how we build it—and we want you to be a part of it. - **Competitive compensation & meaningful ownership** – We believe in rewarding our talent. You’ll receive a generous salary, equity in the company, and benefits that go beyond the basics to support your growth. ## **How the hiring process looks like** We believe in a fast, transparent, and engaging hiring experience that allows both you and us to determine if there's a great fit. Here’s what our process looks like: - **Step 1: People Interview (30 min)** A conversation with a recruiter to get to know you, your experience, and what you're looking for. We’ll also share more about Addi, our culture, and the role. - **Step 2: Initial Interview (45 min)** A more in-depth conversation with the hiring manager, where we explore your skills, experience, and problem-solving approach. We want to understand how you think and work. - **Step 3: Deep Dive Interviews (30-45 min each)** You'll meet future colleagues and cross-functional team members to get a feel for how we work together. We’re looking for strong contributors and cultural fits, so bring your questions, too! - **Step 4: Business Case (60 minutes)** You may receive a real-world challenge or case study to complete. This is a chance to showcase your expertise and how you approach key problems relevant to the role. - **Step 5: Co-Founder Interview** If there’s a strong match, you’ll have a final conversation with our Founder to align on expectations, cultural fit and ensure We value efficiency and respect for your time, so we aim to complete the process as quickly as possible. Our goal is to make this experience insightful and exciting for you, just as much as it is for us. Regardless of the outcome, we are committed to **always providing feedback**, ensuring that you walk away with valuable insights from your experience with us.