Full time
Information Technology
Telecommunications
Job Description
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