Director Commercial & Products
Skills
About This Role
Overview
To support this transformation, du Pay is seeking a highly entrepreneurial and commercially driven Director of Commercial & Products to lead product strategy, commercial growth, partnerships, customer monetization, and new business expansion.
Commercial Strategy & Growth
- Define and execute the commercial growth strategy across consumer, SME, and ecosystem segments
- Drive customer acquisition, engagement, retention, and monetization strategies
- Identify new revenue pools and scalable business opportunities
- Build and optimize commercial KPIs including ARPU, CAC, LTV, activation, engagement, and profitability metrics
- Develop segment-specific propositions for blue-collar, mass retail, affluent, and SME/SOHO customers
- Lead pricing, commissions, incentives, and partnership commercial models
- Drive achievement of aggressive growth objectives across revenue, EBITDA, and customer base
Product Strategy & Innovation
- Own the product roadmap across payments, remittance, cards, lending, insurance, investments, and SME solutions
- Lead the launch of new digital financial products and embedded finance solutions
- Translate customer insights, market trends, and competitive intelligence into innovative propositions
- Ensure customer-centric design and seamless digital user experiences
- Prioritize product initiatives based on strategic value, economics, scalability, and regulatory feasibility
- Work closely with technology, operations, compliance, risk, and data teams to deliver products at scale
Partnerships & Ecosystem Development
- Build strategic partnerships with banks, fintechs, insurers, lenders, investment platforms, payment providers, and ecosystem partners
- Structure commercial partnerships and go-to-market initiatives
- Negotiate commercial agreements and partnership economics
- Identify inorganic growth opportunities including strategic investments or M&A partnerships where relevant
Leadership & Organizational Development
- Lead, mentor, and scale a high-performing commercial and product organization
- Build a culture of innovation, accountability, agility, and execution excellence
- Develop strong governance, prioritization, and product management disciplines
- Foster collaboration across technology, operations, finance, marketing, compliance, and risk teams
& Competencies
- Strong commercial mindset with P&L orientation
- Deep understanding of fintech economics and customer monetization
- Product innovation and digital customer experience expertise
- Strategic thinking combined with hands-on execution capability
- Strong stakeholder management and influencing skills
- Ability to operate effectively in fast-changing environments
- Data-driven decision-making capability
- Excellent communication and executive presentation skills
- Entrepreneurial mindset with high ownership mentality
Leadership Attributes
- Ambition to build a category-leading fintech platform
- Ability to balance innovation with disciplined execution
- Strong resilience and adaptability in hyper-growth environments
- Customer obsession and growth orientation
- Collaborative leadership style
- High intellectual curiosity and strategic thinking
- Bias for action and delivery
Key Success Metrics
- Revenue growth
- EBITDA growth
- Active customer growth
- Product adoption and cross-sell rates
- Customer engagement and retention
- New product launches and commercialization
- P
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