Head of Acquisition

We are looking for a Head – Offline Acquisitions and New Digital Products to lead the scale-up of Airtel Finance's core lending products across existing offline channels, launch and manage new product pilots, and build an entirely new third-party sales channel. The role also carries exposure to and ownership of new digital financial products, with accountability for funnel performance and growth marketing.

This is a high-impact, cross-functional leadership role requiring a blend of channel management, GTM strategy, new business build, and data-driven decision-making.

Channels and Products

This role operates across the following channels and product lines:

• Direct to Customer (D2C): EMI Cards and Personal Loans
• Mass Retail: Loans distributed through Airtel's retail network
• Contact Center: EMI Card acquisitions
• New Product Launches (Offline): Pilots and scaled rollout of new offline financial products
• Third-Party Fleet (New Channel): A dedicated feet-on-street sales force to distribute financial services products, including defined roles, responsibilities, customer journey, fleet journey, and performance KPIs
• Online (Thanks App): New Digital Products for Airtel Finance

Key Responsibilities

1. Scale Core Airtel Finance Products – Drive scale for Personal Loans (PL) and EMI Cards (EMIC) through Airtel's existing distribution channels (D2C, Mass Retail, Contact Center)

2. Channel Strategy and GTM Execution – Partner with channel teams to define the customer pitch, ways of working, and key metrics required to scale go-to-market execution

3. New Product Launches and Pilots – Lead the launch of new offline financial products, run structured pilots, and identify best practices to inform scaled rollout

4. Granular Growth Identification – De-average performance at a geography and customer-cohort level to identify untapped pockets of growth and tailor strategies accordingly

5. Build the Third-Party Fleet Channel – Design and launch a new third-party feet-on-street fleet to sell financial services products, including:

• Defining fleet roles and responsibilities
• Designing the customer journey and fleet journey
• Establishing KPIs and metrics to track fleet performance

6. New Digital Products Ownership – Own and drive performance for new online financial services products. Track funnel performance end-to-end and lead marketing initiatives to drive growth for these products.

Key Skills and Attributes

• Strong experience in offline sales/channel management within BFSI, fintech, or telecom-led financial services
• Proven ability to launch and scale new products or channels from the ground up
• Strong analytical orientation with experience in cohort-level and geography-level performance analysis
• Experience managing or building feet-on-street / third-party sales networks
• Exposure to digital funnels and performance marketing is a plus
• Excellent stakeholder management skills to work across channel, product, marketing, and operations teams