Growth Lead-Kalabash

 Kalabash

About Kalabash

Kalabash is a travel fintech company revolutionizing how people book, pay, and experience travel across Africa. We offer innovative financial products such as Pay Small Small (PSS), which allows travelers to lock flight prices and pay in installments, and the Kalabash Cards, which empower users and businesses to make travel and lifestyle payments seamlessly.

We are on a mission to make travel finance accessible, flexible, and rewarding for everyone.

Role Overview

The Growth Lead will drive Sales &Growth initiatives for Pay Small Small (PSS) and Kalabash Cards (B2B and B2C) across existing and new airline partnerships, with a primary focus on Wakanow and other partner airlines. This role requires a strategic, analytical, and hands-on individual who can design and execute data-driven growth strategies that increase customer acquisition, product adoption, and revenue.

Core Responsibilities

Sales & Growth Strategy, Targets, and Budget Ownership

·       Own annual and quarterly growth targets for PSS and Cards, including volume, revenue, and contribution margin.

·       Manage the growth budget, ensuring efficient deployment with clear ROI and payback tracking.

·       Build growth forecasts, channel plans, and performance models aligned with company objectives.

PSS Growth and Partner Commercial Performance

·       Own PSS growth across Wakanow and other airline and OTA partners, including partner attachment rate, funnel conversion, and repeat usage.

·        Drive PSS positioning as a default payment option within partner booking journeys.

·       Own commercial performance with partners, including pricing structures, fees, incentives, and contribution margins. Identify, negotiate, and execute co-branded growth initiatives and partner-led growth loops.

Card Growth (B2C and B2B)

·       Own the end-to-end card growth strategy across B2C and B2B segments.

·       Drive card issuance, funding, activation, and spend velocity.

·       Build and scale B2B card programs for corporates, SMEs, and travel agents with clear revenue and retention targets.

·       Own unit economics for card acquisition, usage, and lifetime value.

Channels, Campaigns, and Market Expansion

·       Design, test, and scale acquisition channels both online and offline, including activations, partnerships, and campus programs.

·       Decide which channels to scale, pause, or discontinue based on performance data.

·       Ensure growth initiatives translate into measurable revenue and usage, not just awareness.

Data, Insights, and Growth Playbooks

·       Use data to identify growth opportunities, diagnose funnel drop-offs, and optimize performance.

·       Build and document repeatable growth playbooks across PSS and Cards.

·       Prepare clear, insight-driven reports on growth performance, unit economics, and forecasts for leadership.

Key Performance Indicators (KPIs)

Performance Indicators Key

PSS Growth KPIs
Partner attachment rate (% of bookings selecting PSS)
Funnel conversion rate (PSS start to completion)
Net revenue or contribution from PSS
Cost per acquired PSS user and payback period
Repeat usage rate

Cards Growth KPIs (B2C and B2B)
Number of new issued cards
Number of newly funded cards
Activation rate
Spend per active card and transaction frequency
B2B active accounts, revenue per account, and renewal or retention rate

Qualifications

·       Bachelor’s degree in Marketing, Business, Economics, or a related field. An MBA is an added advantage.

·       Minimum of five years’ experience in Sales , Business Development , Growth, Partnerships, or commercial roles within fintech, payments, or travel.

·       Proven experience owning Growth & Sales  targets, budgets, and commercial outcomes.

·       Strong understanding of acquisition funnels, pricing, unit economics, and contribution margins. Excellent analytical, communication, and stakeholder management skills.

·        Ability to operate in a fast-paced, execution-driven environment with high accountability.