Senior Manager, Strategic Partnerships

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 and grow together. Today, we serve over 2 million customers and partner with more than 20,000 merchants, making Addi Colombia’s fastest-growing marketplace. With a state-of-the-art, technology-first approach, we provide banking solutions (deposits, payments, unsecured credit) and commerce services (e-commerce, marketing), 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 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 Extract maximum value from Addi's aggregator partnership ecosystem — turning signed contracts into compounding GMV growth, merchant activation, and EC originations — through end-to-end commercial ownership of each partnership and the operational muscle to scale the function. What you will do Take full ownership of at least 2 active partnerships within the first 60 days — including the commercial relationship, QBR cadence, and escalation management — delivering a documented deepening plan per partner with no loss of momentum on active negotiations. Execute a merchant activation strategy per partner that drives quarter-over-quarter improvement in the percentage of merchants actively transacting with Addi, measured across 3 dimensions: GMV-weighted penetration, transaction count, and unique customer activation. Build bottoms-up GMV forecasts by partner and execute acceleration levers (pricing optimization, co-marketing, merchant incentives, vertical expansion) so that partnership-linked GMV grows above Addi's overall GMV growth rate during the period. Grow the quarter-over-quarter share of EC originations attributable to partnership channels by identifying and removing friction across the awareness → activation → conversion funnel at each integration point. Establish a structured management cadence (QBRs, joint roadmap, shared scorecard) for every partnership under management, supported by real-time Databricks dashboards that give the internal team full visibility into partner health metrics. Be consistently recognized by partners and internal stakeholders as the single point of coordination for partnership execution — driving on-time delivery from Product, Engineering, Sales, Finance, and Legal without direct authority. What we’re looking for Strategic Partnership Management Owns the full partnership lifecycle from negotiation to ongoing commercial optimization, with direct accountability for partnership-linked revenue or GMV. Has managed end-to-end partnerships: term sheet → integration → commercial growth. Has owned a partnership P&L or been directly accountable for a revenue/GMV target tied to partners. Knows how to align incentives when the partner has its own sales team, competing priorities, and product roadmap. Has managed complex multi-stakeholder relationships at senior executive level, internally and externally. Self-Starter in Ambiguous Environments Operates effectively without a playbook — builds the process, executes, and iterates based on results. Has built a partnerships function or playbook from scratch as a one-person or small team. Makes decisions with incomplete information and adjusts quickly based on what the data shows. Has delivered outsized impact in roles where scope was undefined and the path forward wasn't clear. Consulting background or equivalent experience in structured problem-solving under ambiguity is a strong plus. Commercial Acumen & Negotiation Builds and defends commercial proposals grounded in unit economics, and holds firm on terms while finding creative solutions. Can build pricing models, revenue share structures, and MDF/CI frameworks from scratch. Understands cost of funds, settlement cycles, and how they interact with partnership economics at scale. Has negotiated with C-level partner executives and can present data-driven business cases with conviction. Comfortable modeling and stress-testing deal economics with Finance before going to the table. AI Tooling Proficiency Actively uses AI tools to operate at a pace and quality level that would otherwise require a larger team. Uses Claude, ChatGPT, Gemini, or equivalent daily for analysis, drafting, research, and workflow acceleration. Has experience with AI agents (Claude Code, Codex, or equivalent) to automate repeatable tasks. Sees AI as a core multiplier for a lean partnerships function — not a novelty or occasional tool. Proactively adopts and masters new tools as they emerge without waiting to be directed. Bilingual Fluency — Spanish & English Business-level fluency in both languages across all professional contexts — written, verbal, and executive. Negotiates, presents, and builds relationships with the same effectiveness in both Spanish and English. Can switch seamlessly between languages depending on the audience without loss of precision or impact. Most partner interactions will be in Spanish; C-level and internal strategic discussions will be in English. Has written and delivered executive-level presentations and commercial proposals in both languages. Data-Driven Operator Uses data as the primary input for identifying opportunities, building business cases, and measuring commercial impact. Can write or interpret SQL queries and work directly with transaction-level datasets. Has built or used dashboards in Databricks, Looker, Tableau, or equivalent analytics platforms. Has used data to identify underperforming merchant segments and design targeted activation strategies. Measures the impact of every commercial initiative and adjusts based on results, not intuition alone. Fintech / Lending / Credit Product Experience Has worked at or with fintechs, BNPL, or credit products and understands how merchant and consumer economics interact. Understands credit risk concepts, approval funnels, and consumer credit behavior at the point of sale. Familiar with payment ecosystems: acquirers, POS providers, payment orchestrators, and transaction flows. Knows how settlement cycles, funding costs, and MDF structures affect partnership economics. Has experience working within or alongside regulated financial environments (compliance, SFC, or equivalent). LatAm Market Experience Has operated in Latin American markets and understands the relationship-driven dynamics of doing business in the region. Has worked in Colombia or a comparable LatAm market with direct exposure to local business culture and negotiation norms. Familiar with the Colombian payment and retail ecosystem: Credibanco, Redeban, Nequi, Rappi, MercadoPago, etc. Understands the regulatory context: SFC oversight, Habeas Data, and cross-border commerce dynamics. Has built and maintained senior-level relationships in LatAm without relying on a large team or brand name to open doors. 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 (45 min) You'll walk through your track record managing partnerships end-to-end — how you've structured, grown, and recovered underperforming ones. Come with specific examples: GMV numbers, penetration rates, deal terms. Own your outcomes — not just what the team did. Step 3: Deep Dive Interview (30 min) You'll go deep on your understanding of the merchant ecosystem and how you collaborate with sales teams to drive activation. Our CRO will assess your commercial instincts — how you identify opportunities, prioritize merchants, and translate partner relationships into measurable business outcomes. Step 4: Deep Dive Interview (30 min) You'll discuss how you operate cross-functionally at an executive level — aligning Product, Engineering, and commercial teams without direct authority. Our CPO will evaluate your strategic thinking and your ability to influence and drive accountability across functions in a fast-moving environment. Step 4: Case Study (3-5 Days) 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 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.