SMBs Sales & Strategy Manager

About Addi

We are a leading financial platform, building the future of payments, shopping, and banking—a world where consumers and merchants can transact effortlessly, grow together and where we create abundance and generate pride in them. Today, we serve over 2 million customers and partner with more than 20,000 merchants, making Addi Colombia’s fastest-growing marketplace.

We provide banking solutions (deposits, payments, unsecured credit) and commerce services (e-commerce, marketing) using state-of-the-art technology, bridging the financial gap for millions and redefining how people experience financial freedom. As the country’s leading Buy Now, Pay Later provider, we have secured regulatory approval to operate as a bank, unlocking even greater opportunities for our customers. In the past year, we have also achieved profitability, reinforcing the strength of our business model and our ability to scale sustainably.

Our mission has earned the trust of world-class investors, including Andreessen Horowitz, Architect Capital, GIC, Goldman Sachs, Greycroft, Monashees, Notable Capital, Quona Capital, Union Square Ventures, Victory Park Capital, and more, who back our vision for the future. With their support, we are not just growing—we are transforming Latin America’s financial ecosystem and shaping the next generation to shop, pay, and bank in Colombia.

But what truly sets us apart is how we build. We are a conscious company, driven by deep experience in scaling technology, services and products, and we live by our values every day.

About the Role

This is where you come in. Below, you’ll find what this role is all about—the impact you’ll drive, the challenges you’ll tackle, and what it takes to thrive at Addi. If you’re ready to be part of something big, keep reading.

What’s the mission you’ll drive

Build a data-driven, high-velocity operating system that turns insights into actions, improves productivity (including with AI), and delivers measurable improvements in activation, retention and churn, while developing a high-performing commercial team.

What you will do

• Activation (North Star): Improve the % of new merchants that reach first sale (First Transaction Rate) and reduce time-to-first-sale (median days) vs current baseline, for both Small Business and Medium Business.

• Retention & Churn: Reduce churn and improve cohort retention for the existing portfolio, measured on 30/60/90-day activity and GMV retention, with clear segment targets (SB vs MB).

• Expansion: Grow GMV and revenue from existing accounts via upsell/cross-sell and commercial execution, with a clear plan for top accounts and a measurable uplift in GMV per active merchant.

• Segment operating model: Deploy an RFM (or equivalent) segmentation and playbook that is adopted weekly by the team, with measurable lift in conversion/retention for priority segments.

• Execution excellence: Deliver the Success & Activation plan with on-time milestones, clear ownership, and transparent tracking (initiatives + tasks), enabling leadership visibility and decision-making (WBR/MBR-ready).

What we’re looking for

Proven experience in Multi-Layer Leadership

• Has successfully managed and coached teams of 15–25+ members, including the development of Team Leads or middle management.

• Demonstrates a history of managing "high-spread" performance, implementing clear scorecards and PIPs to maintain a high-bar talent density.

• Embodies the "High Confidence / Low Ego" trait, fostering a transparent environment where feedback is a tool for growth.

Demonstrates ability to Orchestrate Activation & Retention Engines

• Able to map and optimize every stage of the merchant journey, from "Sign-up" to "First Transaction" and long-term "Expansion."

• Experienced in converting complex cohort insights into simple, repeatable weekly playbooks that the frontline team can execute with high precision.

• Deeply understands cohort-based metrics to identify early churn signals and deploy "rescue" interventions before revenue loss occurs.

Possesses strong Data-Driven Problem Solving & Analytical Rigor

• Directly proficient in using modern data tools (Salesforce, Databricks, or SQL) to self-serve insights without relying solely on a Data Analyst.

• Methodically designs "Champion/Challenger" tests for new commercial strategies and measures uplift against a control group.

• Can translate complex data trends into a clear, executive-level "WBR/MBR" narrative that drives leadership decision-making.

Track record of Cross-Functional Strategic Influence

• Proven ability to partner with Product and Operations teams to automate manual bottlenecks (e.g., KYC or Onboarding) that hinder SMB velocity.

• Experienced in driving results across departments where they lack direct authority, utilizing data and Addi’s business goals as the primary lever.

• Capable of managing trade-offs between short-term GMV growth and long-term foundational projects (Data/AI tooling).

Experienced in Scaling Commercial Productivity via Technology

• High proficiency in Salesforce architecture, ensuring data integrity and using the CRM as a "source of truth" rather than just a reporting tool.

• Demonstrates a forward-thinking approach to productivity, such as implementing AI-assisted QA, automated prioritization, or LLM-driven sales enablement.

• Focuses on "output per FTE," constantly seeking ways to increase merchant coverage through better tooling rather than just headcount.

Why join us?

• Work on a problem that truly matters – We are redefining how people shop, pay, and bank in Colombia, breaking down financial barriers and empowering millions. Your work will directly impact customers' lives by creating more accessible, seamless, and fair financial services.

• Be part of something big from the ground up – This is your chance to help shape a company, influencing everything from our technology and strategy to our culture and values. You won’t just be an employee—you’ll be an owner

• Unparalleled growth opportunity – The market we’re tackling is massive, and we’re growing faster than almost any fintech lender at our stage. If you’re looking for a high-impact role in a company that’s scaling fast, this is it.

• Join a world-class team – Work alongside top-tier talent from around the world, in an environment where excellence, ownership, and collaboration are at the core of everything we do. We care deeply about what we build and how we build it—and we want you to be a part of it.

• Competitive compensation & meaningful ownership – We believe in rewarding our talent. You’ll receive a generous salary, equity in the company, and benefits that go beyond the basics to support your growth.

How the hiring process looks like

We believe in a fast, transparent, and engaging hiring experience that allows both you and us to determine if there's a great fit. Here’s what our process looks like:

• Step 1: People Interview (30 min)
  A conversation with a recruiter to get to know you, your experience, and what you're looking for. We’ll also share more about Addi, our culture, and the role.

• Step 2: Initial Interview (45 min)
  A more in-depth conversation with the hiring manager, where we explore your skills, experience, and problem-solving approach. We want to understand how you think and work.

• Step 3: Deep Dive Interview (30 min)
  You'll meet future colleagues and cross-functional team members to get a feel for how we work together. We’re looking for strong contributors and cultural fits, so bring your questions, too!

• Step 4: Case Study (3-5 Days)
  You may receive a real-world challenge or case study to complete. This is a chance to showcase your expertise and how you approach key problems relevant to the role.

• Step 5: Co-Founder Interview
  If there’s a strong match, you’ll have a final conversation with our Founder to align on expectations, cultural fit and ensure mutual excitement. From there, we’ll move quickly to an offer and discuss next steps.

We value efficiency and respect for your time, so we aim to complete the process as quickly as possible. Our goal is to make this experience insightful and exciting for you, just as much as it is for us. Regardless of the outcome, we are committed to always providing feedback, ensuring that you walk away with valuable insights from your experience with us.