FLIN - Lead - Digital Sales & Data

FLIN; Indonesia; On-site; IDR 200.000.000 - 300.000.000; Full time

Job summary

A leading fintech company in Indonesia is seeking a Digital Sales Leader to drive profitability and scale digital disbursements effectively. Candidates should have a strong background in fintech with proven digital sales and analytics skills. This role requires collaboration across multiple teams to optimize performance and lead quality, with substantial growth potential in a dynamic environment.

Qualifications

• 5-7 years in fintech/banking/consumer lending with digital sales and analytics.
• Proven ability to drive sales profitability.
• Experience in lead scoring and digital funnels.

Responsibilities

• Own and scale digital disbursements from IDR 4B–IDR 20B monthly.
• Align marketing and sales strategies to optimize lead quality and cost.
• Utilize analytics to predict default risk and adjust lead allocation.

Skills

Digital sales scaling

Analytics (SQL, Excel, BI)

Cross-functional collaboration

Risk and delinquency metrics

Leadership

Education

Bachelor's in Business, Marketing, Economics, or Data Analytics

MBA preferred

Tools

SQL

Excel

Business Intelligence tools

Job description

Key Responsibilities

1. Digital Sales Leadership (40%)
   • Own and scale digital disbursements from IDR 4 B – IDR 20 B monthly within 8 – 12 months, balancing growth with profitability.
   • Drive quality conversions by focusing on approval rates and ensuring that acquired customers align with the credit policy.
   • Embed profitability KPIs into sales operations: optimize LTV/CAC ratio, net disbursement per Eligible Lead, and sales efficiency.
   • Lead and mentor the digital sales team by developing data‑driven playbooks for consultative selling, follow‑ups, and daily funnel discipline.
   • Monitor daily team activities using CRM, ensuring all leads are followed up on within the SLA.
   • Continuously optimize CRM automations to reduce manual work (auto‑reminders, lead scoring, escalation alerts).
   • Ensure smooth coordination between AI Agents and sales agents, with clear escalation rules and CRM integration so no lead is left unattended.
   • Integrate risk and collections feedback into sales scripts and targeting criteria.
2. Collaboration with Growth/Credit/Product (25%)
   • Co‑design marketing campaigns with Growth to balance lead volume, quality, and cost efficiency.
   • Share real‑time feedback on lead quality and delinquency trends so Growth can fine‑tune acquisition channels.
   • Build joint dashboards integrating Marketing KPIs (CAC, CTR, MQLs) and Sales KPIs (conversion, IPA, delinquency) for end‑to‑end visibility.
   • Run joint experiments with Growth: lead scoring, remarketing, and segmentation to attract profitable customer cohorts.
   • Align on CAC guardrails to ensure new campaigns meet portfolio profitability thresholds.
   • Collaborate closely with the Credit team to understand approval/rejection trends, support document collection, and convert drop‑off clients back into the funnel.
   • Work with Product/Tech to refine AI Agent scripts and targeting criteria based on sales, credit, and customer feedback.
3. Data & Analytics (25%)
   • Co‑own the Sales, Growth & Risk Performance Dashboard that tracks lead, IPA, disbursal, and repayment performance, unit economics (CAC, LTV/CAC, Net Disbursement/Eligible Lead), and delinquency rates by channel, cohort, and sales team.
   • Use SQL, BI, and ML tools to predict default risk and adjust lead allocation in real time, building early warning systems to flag high‑risk clients before disbursal.
   • Deliver actionable insights to leadership on profitability versus risk trade‑offs, ensuring CRM and sales excellence metrics are part of reporting.
4. Strategic Leadership (10%)
   • Act as a thought partner to the CEO, co‑owning the growth and profitability strategy with data‑backed narratives.
   • Build scalable sales systems to handle 5× lead volumes without rising delinquency.
   • Represent Sales + Growth + Risk in board reviews, showing revenue and portfolio health.
   • Explore partnerships with aggregators, marketplaces, and fintech platforms for high‑quality lead pipelines.

Key Performance Indicators (KPIs)

• Revenue Growth: Monthly disbursement from IDR 4 B – IDR 20 B within 8 – 12 months.
• Quality Conversions: 10%–80% IPA‑to‑disbursal rate.
• Profitability: LTV/CAC ratio 30% YoY; Net Disbursement per Eligible Lead 25%.
• Delinquency: Portfolio delinquency of new originations below 4% @30 DPD.
• Marketing Synergy: CAC 20% with higher lead quality; shared campaign dashboards with real‑time feedback.
• Data Impact: Forecasting accuracy 90%; cohort profitability tracking embedded in dashboards.

Requirements

• Bachelor's in Business, Marketing, Economics, or Data Analytics (MBA preferred).
• 5–7 years in fintech/banking/consumer lending with hands‑on digital sales, analytics, and credit/risk exposure.
• Proven ability to scale digital sales with profitability.
• Strong analytics skills (SQL, Excel, BI) and comfort with risk and delinquency metrics.
• Experience in digital funnels, lead scoring, and CAC/LTV frameworks.
• Excellent leadership and cross‑functional collaboration with Marketing, Risk, and Collections.