Strategic Partnership and Market Expansion Lead

Job description

WHAT WE DO We build innovative fintech products to help SMEs unlock cash flow. Our purpose is to help SMEs manage their business better, faster, simpler, Lula, so they can spend more time doing what they love. Speaking of love, we’re looking for high-performing Lulas who love to make a difference, build from scratch, and change the game. OVERALL PURPOSE This is an individual contributor role designed to find, build, and unlock Lula’s next frontier of growth. The internal job title for this role is VP, Business Development. Having spent the last 11 years helping South African SMEs solve cash flow problems, we are now looking for a strategic seller to drive our next phase of 100% year-on-year growth. You won't be managing a large team or sitting back on established playbooks. Instead, you will operate as a commercial operator, an equal parts strategic thinker and hands-on dealmaker. You will test unproven markets, pitch early-stage product concepts while they are actively being built, negotiate complex commercial terms, and bridge external opportunities directly with our internal Product and Risk teams. RESPONSIBILITIES Opportunity Identification & Prioritisation Continuously scan the fintech landscape for untapped markets, non-obvious segments, and high-leverage partnership opportunities. Build and maintain a rigorous pipeline of strategic opportunities while balancing high-potential ideas with actionable revenue paths. Develop crisp hypotheses on where Lula's next wave of growth lives, pressure-testing them with real market signals. Size opportunities (addressable market, revenue potential, operational complexity) and prioritise ruthlessly. Partner Sourcing & Deal Execution (Hands-on Sales) Personally identify, approach, and engage C-suite and senior stakeholders across target partners. Lead the end-to-end commercial cycle as an individual contributor: from cold outreach and discovery to complex negotiations and close. Structure innovative commercial terms that drive high-margin revenue and real business value, not just PR logos. Navigate regulatory, product, credit, and risk constraints collaboratively to get complex deals over the finish line. New Initiatives & 0-to-1 Validation (Selling While Building) Drive the discovery and early commercial validation of brand-new growth bets, products, and channels. Sell and pilot early-stage concepts/MVPs live in the market, taking customer and partner feedback straight back to Product. Translate ambiguous, broad concepts into concrete commercial execution plans. Test fast, kill weak ideas early without sentiment, and double down aggressively on what demonstrates traction. Partner & Channel Performance Management Maintain total ownership of key partnerships and channels post-deal to ensure long-term, scalable value. Track deep commercial metrics (origination volume, revenue, CAC, unit economics, conversion rates) and rapidly fix drop-offs. Work collaboratively with partner teams to actively drive yield and growth by not only maintaining static relationships. Intervene immediately when initiatives underperform to pivot tactics or restructure terms. Cross-functional Leadership & Execution Work shoulder-to-shoulder with internal Product, Credit, Risk, and Operations teams to build, launch, and scale initiatives. Serve as the agile bridge between external commercial opportunities and internal execution constraints. Push internal workflows constructively, ensuring key initiatives maintain momentum and never stall post-signature. Ensure signed deals translate into live, operational revenue drivers. Commercial & Strategic Input Provide sharp commercial insight to executive leadership during strategic growth planning cycles. Formulate clear business cases and ROI models for unproven market entry strategies. Maintain a deep, intuitive pulse on fintech trends, competitive shifts, regulatory changes, and partner landscapes. Challenge existing assumptions, introduce creative deal structures, and surface new growth angles. Reporting & Accountability Take total, direct ownership of ambitious growth and revenue targets as an individual contributor. Maintain clear reporting on pipeline health, pilot traction, and live initiative performance. Foster a fast, tight feedback loop between market reality, product evolution, and strategic results. Own outcomes completely by measuring success by deployed revenue and growth, not activity. THE SKILLS AND EXPERIENCE WE’RE LOOKING FOR A relevant tertiary degree (Business, Finance, Economics, Engineering, or similar quantitative field). 5+ years of hands-on experience in high-growth environments across: Strategic Business Development / Commercial Partnerships Management Consulting / Tech Strategy Venture Building / Early-stage Start-up Growth Product Management with direct commercial & P&L ownership Proven Track Record of Individual Execution: Proven experience taking new initiatives (markets, products, or channels) from 0 to 1. Direct experience pitching, negotiating, and closing complex, long-cycle partnerships. Personal accountability for carrying and hitting direct revenue or growth metrics. Fintech & Financial Services Exposure: Demonstrated understanding of SME lending, B2B fintech, embedded finance, or broader financial services context in South Africa.