Head of Digital Business

Location: Mumbai

Total Experience: 15+ years

Relevant Experience: 7+ years

Role Objective:

Lead, scale, and optimize the Digital Business P&L across the full customer lifecycle - from acquisition to revenue - by delivering measurable growth in digital adoption, transactions, active customers, and product penetration. The role is built for an execution - strong business leader who uses data, experimentation, and cross - functional influence to generate tangible outcomes.

Key Responsibilities:

1. Own & Scale the Digital Business P&L:

- Drive revenue, contribution margins, and unit economics across all digital channels.

- Delivering business KPIs aligned to near - term and long - term growth plan.

- Improve acquisition costs, funded/ transacting customers and digital platform revenue share.

2. Accelerate Digital Acquisition:

- Scale multi channel digital acquisition, prioritizing Bank and Organic channels while tactically using Paid channels (SEM/Google/Meta) and Aggregators.

- Improve funnel conversion from installs - leads - account opened - funded - active.

- Shape budgeting, channel ROI, CAC norms, and agency performance.

3. Drive Activation, Engagement & Retention:

- Increase app adoption, logins, trade active users, turnover and product usage.

- Build cohort based lifecycle journeys to improve new user activation within first 30 days.

- Reduce drop - offs through remarketing, nudges, journeys, and omni - channel interventions.

4. Product & Experience Leadership:

- Influence Product & Tech roadmap for App/Web to drive adoption and reliability.

- Push improvements in KYC/ onboarding flows, platform UI UX, product and service journeys.

5. Data - Driven Growth & Experimentation:

- Use funnel, cohort, behavioural insights to prioritize growth and cuts low - return actions.

- Establish test - and - learn cadences for acquisition, activation, retention, and monetization.

- Strengthen data availability, hygiene, centralization, and actionable dashboards.

6. Strengthen Revenue & Product Monetization:

- Scale revenue across transaction, fee - based and distribution products.

- Expand platform revenue share via deeper digital engagement and product adoption.

- Drive cross - sell and up - sell programs across Retail, Mass Affluent, HNI/NRI segments.

7. Drive Strategic Partnerships & Ecosystem Plays:

- Evaluate alliances to expand distribution, improve economics, or strengthen the proposition.

- Partner closely with parent Bank channels to exponentially scale leads and conversions.

8. Cross - Functional Execution Excellence:

- Work with Compliance, Ops, Technology, InfoSec, Product, Marketing to ensure compliant and timely execution.

9. Build a High - Performing Digital Growth Team:

- Hire, mentor, and enable a team skilled in growth, lifecycle marketing, analytics, and digital product execution.

Key Performance Indicators (KPIs):

- Digital/ DIY P&L: Revenue, DIY/ Platform Revenue Contribution, Margin Contribution.

- DIY Customer Acquisition Growth: Organic + Paid + Bank + Aggregators.

- Engagement Metrics: App Installs, DAU/ MAU, Daily Trade Actives.

- ARPU growth, product penetration (ESIP, MTF, WealthBox, IPO, MF).

- Platform reliability, downtime reduction, KYC journey conversion.

Required Qualifications:

- 15+ years of total experience; 7+ years in digital business/ growth/ product monetization roles.

- Proven ownership of a digital P&L across acquisition, activation, engagement, retention, and revenue.

- Experience delivering measurable business growth (revenue, CAC, ARPU, conversion improvements).

- Strong analytical and commercial judgment; ability to turn data into decisions and action.

- Understanding regulatory, operational, and customer considerations in financial or regulated digital businesses.

- Experience building high - performance teams and running operating cadences.

Preferred Qualifications:

- Experience in Stock Broking, Payments, Lending Fintech, Quick Commerce.

- Prior experience at a bank - based stockbroker.

- Strong understanding of broking/investment products, transaction economics, and digital distribution models.

- Experience using CRM, Martech, ASO/SEO, experimentation, and product analytics.

- Experience shaping App/Web experience for scaled consumer platforms.

Ideal Candidate Persona:

- Commercially strong operator who values speed, outcomes, and measurable ROI.

- Deep understanding of customer journeys, funnel dynamics, and lifecycle execution.

- Hands - on with data, experiments, and cross - functional delivery.

- Able to balance growth with compliant operations in a regulated environment.

- Strong communicator who aligns senior stakeholders and drives execution discipline.