Head of Business Growth

Head of Business Growth

 

Location: Kenya (National Role)

Reporting to: Founder / CEO

Compensation: 100% Performance-Based (Commission + Revenue Share)

 

About the Company:

We are a fast-growing fintech platform digitizing ROSCAs (chamas and informal savings groups) across Kenya. Our platform enables secure group savings, structured rotations, digital disbursements, financial visibility, and a growing marketplace where members can spend their payouts at discounted partner outlets.

Our mission is to formalize and scale informal finance while unlocking economic empowerment across urban, peri-urban, and rural Kenya.

 

Role Purpose:

The Head of Business Growth will be responsible for designing and executing a national growth strategy to:

1. Increase the number of registered savings groups (chamas/ROSCAs) on the platform (silver, gold and platinum members).

2. Onboard employers and enterprises who will offer the platform to their staff as a financial wellness benefit.

3. Onboard retail, wholesale, and service enterprises that serve as marketplace partners where members can redeem payouts and receive discounts.

This is a revenue-generating, front-line commercial leadership role with full ownership of partnerships, distribution strategy, and growth execution.

 

Key Responsibilities:

1. Growth of ROSCA Groups (Core User Acquisition)

  • Develop and execute a national growth strategy targeting:
  • Urban communities
  • Peri-urban settlements
  • Rural markets
  • Build partnerships with:
  • Community leaders
  • SACCOs
  • MFIs
  • Churches and faith-based groups
  • Women and youth associations
  • County-level networks
  • Recruit and manage field agents/ambassadors where necessary.
  • Drive measurable KPIs:
  • Number of new groups registered
  • Active members per group
  • Contribution volume
  • Retention rate
  • Build referral and incentive programs to accelerate organic growth.

2. Employer & Enterprise Onboarding (B2B Channel)

  • Identify and onboard companies (SMEs to corporates) to:
  • Offer the platform to staff as a savings/welfare benefit.
  • Integrate payroll-based contributions where possible.
  • Position the platform as:
  • A financial wellness tool
  • A staff retention and engagement benefit
  • A structured savings and liquidity solution
  • Close MoUs and partnership agreements.
  • Develop tailored packages for:
  • SMEs
  • Factories
  • Transport companies
  • Government entities
  • NGOs
  • Drive recurring user acquisition via enterprise pipelines.

3. Marketplace Partner Acquisition

  • Onboard retailers, wholesalers, agro-dealers, schools, hospitals, furniture outlets, electronics shops, and service providers.
  • Negotiate:
  • Member discounts
  • Platform commissions
  • Promotional visibility
  • Develop a structured merchant partnership framework.
  • Ensure geographic distribution of partners across counties.
  • Drive:
  • Transaction volume
  • Merchant retention
  • Discount-based user adoption

4. Revenue & Commercial Strategy

  • Design pricing models for:
  • Group subscription fees (if applicable)
  • Employer packages
  • Merchant commissions
  • Identify new monetization channels.
  • Track unit economics and ensure sustainable CAC vs LTV ratios.
  • Deliver monthly revenue growth targets.

5. Strategic Leadership

  • Build and lead a business development team as growth scales.
  • Develop performance dashboards.
  • Report directly to Founder/CEO.
  • Contribute to fundraising strategy by demonstrating traction metrics.

 

Key Performance Indicators (KPIs)

  • Number of active groups onboarded per month
  • Total active members
  • Total contribution volume
  • Employer partnerships signed
  • Merchant partnerships signed
  • Gross Transaction Value (GTV)
  • Net platform revenue
  • Retention and repeat usage rates

 

Ideal Candidate Profile

  • 7+ years experience in:
  • Fintech
  • Telco distribution
  • FMCG distribution
  • Banking
  • SACCOs or microfinance
  • Strong B2B and B2C acquisition experience
  • Deep understanding of Kenyan informal finance ecosystems
  • Strong negotiation skills
  • Entrepreneurial mindset
  • Comfortable working on performance-based compensation
  • Existing networks across counties is a major advantage

 

COMMISSION STRUCTURE

1. Group Acquisition Commission

Option A (Recommended Hybrid Model)

  • 10% of platform revenue generated from groups they onboard
  • Paid for first 24 months of each group’s lifetime

Example:

If a group generates KES 10,000 per month in platform fees:

  • Head of Growth earns KES 1,000/month for 24 months
  • = KES 24,000 from that one group over 2 years

2. Employer (Enterprise) Partnerships

  • 15% of net revenue generated from enterprise contracts
  • Paid for 24–36 months

OR

  • 5–7% of total payroll-linked contribution volume facilitated via platform

3. Marketplace Merchant Commission

If platform earns a commission on transactions:

  • 20% of platform’s merchant commission
  • Paid for first 18–24 months

Example:

If merchant pays platform 5% of sales:

  • Growth Head gets 20% of that 5%
  • (i.e., 1% effective of transaction value for defined period)

4. Performance Accelerator

Tiered Accelerator generated by Head of Growth

If monthly revenue crosses:

  • KES 2M → commission increases by +2%
  • KES 5M → commission increases by +5%
  • KES 10M → equity consideration to be discussed.

 

Please note:

  • Commission only paid on collected revenue (not projected).
  • Minimum activity targets.
  • Clawback if enterprise churns within first 6 months.
  • Non-compete in fintech savings space.
  • Clear territory definitions/ can be resolved by clear signposting at time of onboarding how group heard about ROTA.