Key Account Manager at Addi

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 [Upgrade to PRO to see link] 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 Drive strategic partnerships with Addi's top-tier retail Key Accounts to maximize Gross Merchandise Volume (GMV) and deepen our Share of Wallet (SoW) while ensuring Addi is established as the trusted, indispensable financing partner for the partners' customer base and growth strategy. WHAT YOU WILL DO - Achieve a Year-over-Year (YoY) increase in combined GMV across assigned accounts by developing and implementing a data-driven joint business plan for the top strategic Key Accounts. - Increase the average Share of Wallet (SoW)for physical stores and for e-commerce within the managed accounts, by identifying and integrating Addi's financing into new, high-volume touchpoints (e.g., in-store self-checkout, specific product categories). - Successfully onboard and ramp up new Key Accounts, ensuring they achieve their projected monthly GMV potential within the first 60 days of launch, by executing the target identification and qualification process. - Reduce the average Partner Support Ticket Resolution Time for KAs and increase the average Partner Satisfaction Score (PSAT) for assigned accounts, by collaborating with the Operations team to standardize reporting and training materials. - Co-design and execute high-impact, seasonal promotional campaigns (e.g., Black Friday, Back-to-School) that deliver Return on Investment (ROI) based on incremental Addi GMV generated. WHAT WE’RE LOOKING FOR Demonstrates Strategic Partnering Acumen and Key Account Management Experience - 3-5 years in Key Account Management, Strategic Partnerships, or B2B Enterprise Sales, with a strong focus on the Retail vertical (e-commerce or large physical chains). They must have experience managing an annual portfolio of ≥$10M in revenue/GMV. - A proven track record of launching new financial/payment products into major retail environments with rapid adoption is critical. - Proficiency with modern CRM (e.g., Salesforce), BI/Analytics tools (e.g., Tableau, Looker). - Demonstrated ability to drive a cross-functional strategy and resolve high-level commercial or operational blockages with a Key Account. - Moves beyond transactional sales to act as a trusted, analytical advisor who shapes the partner's overall financing and customer experience strategy. - Proactively identifies and sizes new high-impact opportunities (e.g., product line expansion, new geographical launches) within the partner's business model. Track Record of Commercial Agility & Negotiation Success - Expertly negotiates high-stakes contracts and renewal terms that effectively tie Addi's pricing/value proposition to the partner's measurable performance (e.g., volume tiers, conversion improvements). - Quickly adapts sales and product positioning tactics based on real-time retail sales data, P&L constraints, and the competitive landscape. - Maintains a strong closing rate and consistently meets or exceeds aggressive GMV and Share of Wallet targets. Possesses Strong Data-Driven Retail Acumen - Uses quantitative analysis (e.g., conversion funnels, basket size, seasonal inventory cycles) to diagnose partner performance issues and surface hidden growth opportunities. - Routinely audits and interprets Key Account performance dashboards, translating complex metrics into simple, high-impact business action items for the partner. - Proficiently uses internal BI tools (e.g., Tableau, Looker) and partner-shared data to validate assumptions and ensure campaign ROI targets are met. Proven Excellence in End-to-End Ownership & Execution - Takes full accountability for the health, growth, and execution of the Key Account relationship, proactively managing all required cross-functional dependencies (Product, Operations, Marketing). - Consistently ensures new retail launches or integration projects are delivered on time and achieve the required Ramp-Up GMV target with minimal post-launch issues. - Demonstrates the initiative to resolve high-level commercial or operational roadblocks without needing constant escalation or supervision. Experienced in Executive Communication & Influence - Articulates complex financial concepts (like cost of financing, incremental sales, and LTV) into clear, C-suite-ready business value statements for partner leadership. - Presents Quarterly Business Reviews (QBRs) and strategic proposals to senior leadership, confidently translating Addi's performance metrics into profitability and competitive advantage narratives. - Effectively manages upward communication within Addi, providing concise, actionable updates on account status, risks, and required resource allocation. 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 or hiring manager 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 (30 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: Case Study (60 min) 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 4: Stakeholder Interview (30 min) You'll meet our Revenue Manager to deepen in your strategic thinking, sales and negotiation skills. We’re looking for strong contributors and cultural fits, so bring your questions, too! - 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.