Key Responsibilities:

1. Digital Sales Leadership (40%)

- Own and scale digital disbursements from IDR 4B - IDR 20B monthly in 8 - 12 months, balancing growth with profitability.

- Drive quality conversions by focusing on approval rates and ensuring that acquired customers align with credit policy.

- Embed profitability KPIs into sales operations: optimize LTV/CAC ratio, net disbursement per Eligible Lead, and sales efficiency.

- Lead and mentor the digital sales team by developing data-driven playbooks for consultative selling, follow-ups, and funnel discipline daily.

- Monitor daily team activities using CRM, ensuring all leads are followed up on within the SLA

- Continuously optimize CRM automations to reduce manual work (auto-reminders, lead scoring, escalation alerts).

- Ensure smooth coordination between AI Agents and sales agents, with clear escalation rules and CRM integration, so no lead is left unattended.

- Integrate risk and collections feedback into sales scripts and targeting criteria.

2. Collaboration with Growth/Credit/Product (25%)

- Co-design marketing campaigns with Growth to balance lead volume, quality, and cost efficiency.

- Share real-time feedback on lead quality and delinquency trends so Growth can fine-tune acquisition channels.

- Build joint dashboards integrating Marketing KPIs (CAC, CTR, MQLs) and Sales KPIs (conversion, IPA, delinquency) for end-to-end visibility.

- Run joint experiments with Growth: lead scoring, remarketing, and segmentation to attract profitable customer cohorts.

- Align on CAC guardrails to ensure new campaigns meet portfolio profitability thresholds.

- Collaborate closely with the Credit team to understand approval/rejection trends, support document collection, and convert drop-off clients back into the funnel.

- Work with Product/Tech to refine AI Agent scripts and targeting criteria based on sales, credit, and customer feedback.

3. Data & Analytics (25%)

Co-own the Sales, Growth & Risk Performance Dashboard that tracks:

- Lead - IPA - Disbursal - Repayment performance.

- Unit economics: CAC, LTV/CAC, Net Disbursement/Eligible Lead.

- Delinquency rates by channel, cohort, and sales team.

- Use SQL, BI, and ML tools to predict default risk and adjust lead allocation in real time. Build early warning systems to flag high-risk clients before disbursal.

- Deliver actionable insights to leadership on profitability vs. risk trade-offs, ensuring CRM and sales excellence metrics are part of reporting

4. Strategic Leadership (10%)

- Act as a thought partner to the CEO, co-owning the growth and profitability strategy with hard, data-backed narratives.

- Build scalable sales systems to handle 5x lead volumes without rising delinquency.

- Represent Sales + Growth + Risk in board reviews, showing not just revenue but portfolio health.

- Explore partnerships with aggregators, marketplaces, and fintech platforms for high-quality lead pipelines.

Key Performance Indicators (KPIs)

- Revenue Growth: Monthly disbursement from IDR 4B - IDR 20B within 8 - 12 months.

- Quality Conversions: - 10% IPA-to-disbursal rate; - 80% IPA-to-disbursal.

- Profitability: LTV/CAC ratio - 30% YoY; Net Disbursement per Eligible Lead - 25%.

- Delinquency: Portfolio delinquency of new originations - agreed threshold (e.g., < 4% @30 DPD).

- Marketing Synergy: CAC - 20% with higher lead quality; shared campaign dashboards with real-time feedback.

- Data Impact: Forecasting accuracy - 90%; cohort profitability tracking embedded in dashboards.

Requirements:

- Bachelor's in Business, Marketing, Economics, or Data Analytics (MBA preferred).

- 5 to 7 years in fintech/banking/consumer lending with hands-on digital sales + analytics + credit/risk exposure.

- Proven ability to scale digital sales with profitability.

- Strong analytics (SQL, Excel, BI) + comfort with risk and delinquency metrics.

- Experience in digital funnels, lead scoring, and CAC/LTV frameworks.

- Excellent leadership and cross-functional collaboration with Marketing, Risk, and Collections.