About Angel One:

For nearly three decades, Angel One has been making investing and wealth creation more accessible and engaging for Indians. Today, 3.7+ crore customers trust Angel One across investing, trading, wealth creation, and credit. We are one of the best fintech platforms, building simple, intelligent and seamless financial experiences for millions of users across the country. From investing and trading to wealth creation and credit, everything we build is focused on making financial journeys easier, faster, more accessible and engaging. We believe strong fundamentals matterin investing, in technology and in the way we build our teams. Trust, simplicity, speed and long-term thinking shape how we work and what we build. Here, people work on real problems at real scale. Millions of users interact with our platform every day, and every team plays a role in shaping that experience. We move fast, take ownership and keep learning along the way. No matter the role, people here are encouraged to share ideas, challenge the usual and build things that create real impact. If you're excited to solve meaningful problems, build at scale, and shape the future of financial services, you'll fit right in. Be part of our team thats scaling sustainably, thinking big, and building for the billion!

Job Title: Lead Acquisition (DRA)

Location: Bengaluru

What you will do:

About the Role:

End-to-end ownership of the DRA (Digital Referral Associates) acquisition channel a high-scale partner-driven client acquisition engine. This is a P&L-owning role that spans strategy, analytics, operations, incentivization design, fraud/compliance coordination, performance marketing, and stakeholder management. You will own the full lifecycle: recruit and onboard influencers as DRAs, design and optimize payout structures, drive reactivation and retention campaigns, manage a team of Relationship Managers, coordinate with Fraud Detection & Surveillance (FDS) and compliance, run performance marketing (Meta, Google UAC), and use data to continuously improve CPA, COA, FYR, and CTR at channel level.

Key Responsibilities:

1. Channel Strategy & Growth:

- Own the DRA channel P&L: CPA (Cost Per Acquisition), COA (Cost of Acquisition), FYR (First Year Revenue), and CTR (Cost-to-Revenue Ratio)

- Design and execute growth strategy to scale client acquisitions through the DRA channel

- Identify and onboard new DRA acquisition sources: influencer outreach, agency partnerships, organic inbound funnel, and database conversion

- Monitor competitive landscape across Indian stock broking and adjust channel positioning accordingly

- Own the agency model: onboard corporate agencies, manage sub-code structures, define differentiated payout logic

2. DRA Incentive Design & Lifecycle Management:

- Design and continuously optimize DRA payout models: fixed payout slabs, brokerage sharing percentages, tiered and loyalty programs

- Build data-driven DRA categorization frameworks for precision targeting and segmentation

- Structure and execute DRA offer upgrades, SPOT campaigns, and reactivation offers with ROI modeling

- Manage brokerage sharing: rate setting, eligibility criteria, impact forecasting

- Own DRA offer table logic maintain plan versioning, track changes, ensure accurate payouts

3. Data Analytics & Decision Support:

- Write and maintain complex SQL queries against the DRA data warehouse using Databricks SQL

- Build and maintain DRA performance dashboards (KPI cards, trend charts, cost waterfalls, competitor intel)

- Conduct deep-dive analyses: cohort retention, FYR distribution curves, offer reduction impact, dormant DRA reactivation ROI, cross-channel cannibalization analysis

- Generate regular MIS reports and ad-hoc analyses for leadership (CXO-ready)

- Use Python (pandas, numpy) for data analysis, automation, and statistical modeling

4. RM Team Management:

- Lead a team of Relationship Managers dedicated to DRA engagement and retention

- Define RM KPIs and goal sheets: client acquisitions, outreach calls, new DRA onboarding, dormant DRA reactivation

- Design RM playbooks: onboarding scripts, engagement cadences, re-activation protocols, early warning triggers

- Ensure full call recording compliance for auditability

- Optimize DRA-to-RM mapping and reassignment logic

5. Campaign Management & Performance Marketing:

- Plan, execute, and measure DRA acquisition and reactivation campaigns

- Manage social media ad spend for DRA channel invoice processing, budget tracking, ROI analysis

- Coordinate with Google UAC campaigns; track cost per DRA acquisition via paid channels

- Run targeted email, SMS, and WhatsApp outreach: bulk DRA communications, offer upgrade notifications, reactivation nudges

6. Fraud, Compliance & Risk Coordination:

- Act as business-side bridge to FDS (Fraud Detection & Surveillance) team advocate for high-value DRAs while ensuring regulatory compliance

- Design and continuously improve fraud detection rules (device farms, bank account carousels, IP velocity) working with data and risk teams

- Own the DRA content compliance escalation process: show-cause notices, deadline tracking, closure confirmation

- Drive complete PII compliance ensure DRAs have zero access to client personally identifiable information

- Maintain social media link collection at onboarding for proactive fraud monitoring

- Identify and close process gaps between business and risk verticals

7. Process Documentation & SOP Management:

- Create and maintain end-to-end SOPs: DRA onboarding, payout processing, termination, reactivation

- Design and run DRA engagement programs: weekly syncs with top DRAs, quality caps after fraud detection

- Run activation webinars for new DRAs track and improve activation rates

- Build structured processes for: dormant DRA reassignment, payout settlement before termination, offer upgrade workflows

8. Stakeholder & Cross-Functional Coordination:

- Interface with: Legal, Compliance, FDS, Product, Engineering (backend offer logic), Finance (payout reconciliation), Referral Channel team, CXO office

- Drive alignment between business growth objectives and risk containment requirements

- Present channel performance, strategy proposals, and impact analyses to senior leadership

- Coordinate with external partners: agencies, database outreach vendors

Who you are:

Must-Have:

- Education: Bachelors degree in engineering, Mathematics, Statistics, Economics, or related quantitative field. MBA/PGDM from Tier 1 institute preferred.

- Experience: 2- 5 years in business strategy, growth, or analytics roles, with significant experience in FinTech, stock broking, or digital financial services

- SQL proficiency: Advanced window functions, CTEs, complex joins, query optimization (Databricks SQL experience preferred)

- Python: Intermediate+ pandas, numpy, data pipelines, automation, statistical analysis

- Analytics: Strong track record of data-driven decision making cohort analysis, funnel analysis, A/B testing, KPI design

- P&L management: Demonstrated experience owning a business metric (revenue, cost, or margin at channel or product level)

- Stakeholder management: Proven ability to influence cross-functional teams without direct authority

Preferred:

- Experience in partner, channel, or acquisition marketing in Indian stock broking or fintech

- Familiarity with SEBI regulations governing referral programs, brokerage sharing, and partner commissions

- Experience managing social media ad platforms and Google Ads for performance campaigns

- Exposure to fraud detection workflows and compliance operations in financial services

- Experience building and managing dashboards (Tableau, Power BI, or custom solutions)

Key Competencies:

- Strategic Ownership: Thinks like a mini-CEO for the channel connects daily operations to long-term P&L outcomes

- Analytical Rigor: Builds first-principles models, validates assumptions, quantifies impact before acting

- Operational Excellence: Designs processes that scale. Documents everything. Leaves no loose ends in workflows.

- Stakeholder Navigation: Manages competing priorities between Business, Risk, Product, and Leadership with structured communication

- Bias for Action: Moves fast on high-impact, low-effort plays. Doesn't wait for perfect data when directional data is sufficient.

- Resilience: Comfortable operating a channel recovering from regulatory disruption with constrained resources

Why This Role:

This is not a maintenance role. The DRA channel was previously the company's largest acquisition engine. Post-regulatory restructuring, it is being rebuilt from the ground up with a leaner, smarter model. You will inherit a channel with proven product-market fit, existing infrastructure, and a cleared runway for scale but the strategy, incentives, processes, and growth levers all need to be redesigned for the current regulatory and competitive landscape. You will work directly with leadership, own a P&L, manage a team, and have full autonomy to experiment and optimize. If you want a role where your decisions directly move the company's acquisition numbers this is it. At Angel One, our thriving culture is rooted in Diversity, Equity, and Inclusion (DEI). As an Equal opportunity employer, we wholeheartedly welcome people from all backgrounds irrespective of caste, religion, gender, marital status, sexuality, disability, class or age to be part of our team. We believe that everyone's unique experiences and viewpoints make us stronger together. Come and be a part of #OneSpace-, where your individuality is celebrated and embraced.