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Addi is a leading fintech platform in Colombia operating as a Buy Now, Pay Later provider and regulated bank. The company serves 3.6+ million customers and 55,000+ merchants, backed by top-tier investors including Andreessen Horowitz, Goldman Sachs, and Union Square Ventures. Addi achieved profitability in the past year and is transforming Latin America's financial ecosystem.
In this Senior Hunter Marketplace role, you will drive marketplace GMV expansion by directly sourcing, negotiating, and closing Tier 1 and Tier 2 merchants while leading cross-functional pipeline governance. You will establish consistent commercial closure rates to onboard 24 active high-value merchants through targeted outbound strategies and multi-category sales cycles. You'll consolidate and maintain a healthy pipeline of 100–120 prospective merchant accounts, evaluate commercial opportunities with the Marketplace Supply Head, and prioritize high-value leads with clear stage-progression criteria.
You will establish and lead weekly commercial and onboarding business reviews from Month 1, tracking the complete merchant acquisition journey, reporting drop-off reasons at each stage, and resolving operational bottlenecks across Sales, Marketing, and Product teams. You'll lead monthly cross-sell review cadences, providing cross-functional coordination to increase cross-sell merchant activations from 14 to 20 accounts per month. You will achieve full pipeline accuracy and CRM operational excellence by auditing and structuring sales stage updates in Salesforce, establishing key business triggers, and providing reliable metrics for executive forecasting.
This role requires exceptional executive presence and influence-based leadership, particularly when engaging merchant decision-makers and framing Addi's value proposition around merchant financial statements and growth levers. You will lead cross-functional initiatives and align internal stakeholders (General Manager, Supply Head, Executive Leadership, Sales) without formal direct authority. You must communicate with complete fluency in both Spanish and English across senior internal and external audiences.
You will build and execute structured outbound territory plans to identify, qualify, and engage high-value Tier 1 and Tier 2 retail merchants across multiple categories. You must possess advanced command of CRM architectures (Salesforce, HubSpot) to enforce pipeline hygiene, stage definitions, and accurate revenue forecasting. You will navigate funnel mechanics with high quantitative rigor, identifying stage conversion drop-offs and taking immediate corrective action to maintain coverage.
You will manage complex, multi-threaded commercial negotiations, aligning disparate merchant stakeholders—including economic buyers, legal teams, technical leads, and marketing directors—to drive deals to close. You'll manage multiple long-cycle commercial negotiations in parallel while maintaining total ownership and execution velocity. You will translate complex commercial frameworks, point-of-sale credit value drivers, and checkout integration terms into clear, win-win merchant agreements.
You must demonstrate extreme tenacity, autonomy, and a fast-paced startup mindset, thriving in ambiguous, high-growth environments while maintaining momentum through long, complex pursuit cycles. You will take end-to-end ownership of both individual sales quotas and broader acquisition process improvements without requiring day-to-day oversight. You must exhibit high resilience and creative problem-solving when navigating merchant objections or internal onboarding friction.
You will leverage solid expertise in financial acumen and retail unit economics, speaking the language of retail margins, inventory turn rates, and e-commerce conversion to position Addi as an indispensable sales driver. You will evaluate merchant category fit, product velocity, and basket size to prioritize high-converting Tier 1 and Tier 2 target lists.
REQUIREMENTS (MUST HAVE):
- Exceptional executive presence and influence-based leadership; demonstrated superior C-suite presence when engaging merchant decision-makers
- Proven experience in strategic prospecting and pipeline architecture; ability to build and execute structured outbound territory plans
- Advanced command of CRM architectures (Salesforce, HubSpot) to enforce pipeline hygiene and stage definitions
- Track record of managing complex, multi-threaded commercial negotiations with multiple stakeholders
- Extreme tenacity, autonomy, and fast-paced startup mindset; ability to thrive in ambiguous, high-growth environments
- Solid expertise in financial acumen and retail unit economics; understanding of retail margins, inventory turn, and e-commerce conversion
- Complete fluency in both written and spoken Spanish and English
REQUIREMENTS (PREFERRED):
- Experienced in regional retail networks and commercial consulting
- Existing network of C-level contacts across retail, e-commerce, consumer brands, or marketplace sectors in Latin America
- Prior experience in top-tier strategy consulting or commercial partnerships within fintech, payments, or point-of-sale financing ecosystems
