Requirements
* The scope of this role is broad and we're not looking for someone with deep expertise in every domain the team covers – spanning strategy, analytics, product development, and data science – but rather someone intellectually curious, and skilled at asking the right questions
* Strong commercial mindset with proven experience driving go-to-market strategy and measurable acquisition growth
* Experience in growth strategy, revenue operations, or a highly analytical commercial role with a track record of driving tech-enabled or product-led growth
* Proven people management or team leadership experience, with the ability to build culture and establish operating rhythms in a newly formed team
* Fluency in German and strong written communication skills tailored to customer-facing environments
* Strong analytical capability and experience with experimentation frameworks and A/B testing tools
* Experience working with (or a strong desire to learn about) technical models such as lead scoring, predictive targeting, or qualification logic
* Ability to work from first principles and thrive in ambiguity with curiosity and autonomy
* (Desirable) Experience in fintech, lending, B2B SaaS, or regulated products
* (Desirable) Experience working closely with engineering, product, or data science teams to ship features or models
* (Desirable) Knowledge of the German SME ecosystem or B2B financial products
What the job involves
* The Acquisition Strategy and Tech team is the integrated growth engine for iwoca in Germany
* We bridge the gap between high-level commercial strategy and the technical systems that power our customer journey
* By combining growth analytics, performance modeling, and full-stack engineering, we own the end-to-end acquisition funnel – from the very first touchpoint to a completed loan application. Our Core Focus:
* Strategic Growth & Analytics: We serve as the central hub for our Direct Marketing and Sales channels
* We translate complex data into actionable strategies, ensuring our outreach is both scalable and profitably managed
* Technical Infrastructure: We build and maintain the proprietary systems and models that drive our German operations
* This includes optimizing the "User Experience" (UX) to ensure a frictionless onboarding process for small businesses
* Operational Excellence: We connect the dots between data-driven decision-making and real-world commercial impact
* Our mission is to ensure every potential customer receives a clear, relevant, and rapid understanding of how iwoca can fund their business
* We are a fast-moving, cross-functional unit designed to turn strategic hypotheses into measurable results
* Whether it’s refining a marketing model or shipping a new feature in the application journey, we ensure that iwoca’s expansion in the German market is backed by robust tech and a clear commercial North Star
* This role sits at the intersection of commercial strategy, data, and technology
* Reporting into the Head of Direct Acquisition, you will lead a high-performing, interdisciplinary team of three and own acquisition and activation outcomes for the German market
* Your primary objective is to co-define the growth strategy and partner closely with engineering and data teams to build the systems, onboarding journeys, and experiments that bring that strategy to life
* You’ll define hypotheses, lead cross-functional initiatives, and own the roadmap for how iwoca engages with German businesses
* You will be accountable for measurable impact on acquisition and conversion, bringing ideas to life through rigorous commercial insight, strong customer empathy, and practical delivery
* As a Lead, you will also be responsible for coaching your team and establishing the operating rhythm for this new unit
* Market and problem understanding:
* Deeply understand the German SME lending landscape, customer needs, and competitive context to sharpen our go-to-market strategy
* Translate market and customer insight into clearly defined product problems and prioritised commercial opportunities
* Inform targeting and segmentation strategies to help Marketing and Sales reach the right customers
* Product build and optimisation:
* Own the roadmap for acquisition and onboarding, working with engineers and data scientists to develop tools such as lead scoring systems, eligibility checkers, and onboarding journeys
* Work with marketing and sales to evolve website content, sign-up flows, and decisioning logic to increase conversion
* Influence future team capability by helping define priorities, roles, and processes as we scale
* Experimentation and insight:
* Design, run, and interpret A/B tests across messaging, targeting, onboarding tools, and product flows
* Identify opportunities using first-principle reasoning supported by data, customer research, and funnel analysis
* Cross-functional collaboration:
* Manage, coach, and develop a team of at the beginning two commercial strategy analysts and a data scientist focused on acquisition strategy and operational excellence
* Lead cross-functional initiatives, aligning engineering, data, marketing, and commercial stakeholders around clear goals, hypotheses, and success metrics
* Translate high-level business goals into testable hypotheses and actionable briefs for our technical teams
* Help establish the operating rhythm, rituals, and roadmap processes for this new team
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