Head of Financial Products (Azerbaijan)

Purpose of the Role
Own the economics and commercial performance of the marketplace's financial services function: procure acquiring
services from partner banks at optimal cost, structure lending products with banks/NBCOs so customers get
competitive rates, and grow financial services as a profit contributor rather than a cost center.

Key Responsibilities
• Negotiate acquiring terms with partner banks (MDR/interchange, chargeback terms, and FX where relevant); run
periodic benchmarks against the market.
• Structure and negotiate lending programs (installment/BNPL, POS loans): interest rates, risk-sharing, merchant
discount rates, and approval-rate commitments.
• Manage relationships with banks, NBCOs, and payment providers.
Product Economics & Unit Economics
• Own the P&L of acquiring and lending products: revenue versus cost.
• Model unit economics per transaction and per credit product; identify where marketplace subsidy makes sense
(GMV uplift versus margin cost).
• Set internal pricing for merchants (acquiring commission structure), balancing competitiveness and margin.

Growth & Product Development
• Increase penetration of installment sales in GMV; improve loan approval rates and checkout conversion in
partnership with product/tech teams.
• Define KPIs: financial services take rate, installment share of GMV, approval rate, NPS on the financing flow, and
partner cost per transaction.
• Launch new financial products (e.g., merchant working-capital lending, cards, and wallets) where economics
justify.

Delivery & Team Enablement
• Partner with product teams, helping them understand product goals and the value of their work within the broader Tribe strategy.
• Ensure teams have a clear understanding of the Product Goal and expected outcomes.
• Work collaboratively with teams and Tribe leaders to achieve target product metrics.
• Clarify the value of selected backlog items for sprint implementation and jointly refine business requirements to ensure value delivery.
• Collaborate with teams and Tribe leaders to ensure initiatives are prepared for development in a timely manner.
• Assist teams in validating hypotheses, refining business requirements, and making implementation-level decisions.
• Facilitate cross-team collaboration within the Tribe to resolve dependencies and enhance alignment in value delivery.

• Maintain transparency regarding team progress and delivery status. Work with Tribe leaders and teams to improve flow and delivery predictability.
• Participate in team sprint events: Sprint Planning, Product Backlog Refinement, Reviews, and Retrospectives, addressing product-related questions.
• Foster an efficient delivery process, helping teams identify risks and dependencies and resolve product-level issues as they arise.
• Support and develop product competency within teams—engaging them in the Discovery process, coaching them
to better understand the value of their work, and maintaining a strong user-centric focus

Requirements

• 5+ years in banking, payments, fintech, or financial services.
• Understanding of card acquiring economics (interchange, scheme fees, MDR structures) and consumer credit
products (installments, POS lending, BNPL).
• Experience building financial models for payment/credit products; comfort with unit economics, cohort analysis,
and funding cost structures.
• Experience managing the product lifecycle, from discovery and prioritization to delivery and continuous
improvement.
• Familiarity with the local banking market and key decision-makers is a strong plus.
• Understanding of e-commerce metrics (GMV, AOV, conversion, take rate) and how financing drives them.
• Strong negotiator with commercial instinct.
• Analytical rigor: can independently build and challenge P&L and pricing models.
• Cross-functional operator: works effectively with product, tech, legal, and commercial teams.

Preferred Backgrounds
• Financial services lead at a large retailer, marketplace, or telecom.
• Payments/fintech commercial lead.
• Head of transaction banking / merchant acquiring at a bank.