Program Manager — Founder's Office

About CredflowCredflow is building the Cashflow Management OS for Indian SMEs, combining technology, financial services and commerce to help SMEs manage their cash flows and access working capital.Our lending business is growing rapidly, and we are looking for a Program Manager — Lending Growth & Funnel who can take ownership of the lending growth engine and continuously identify what is preventing us from doing more business.This is a high-ownership, highly analytical role sitting at the intersection of Data, Sales, Credit, Operations and Business.---------------------------------------------------------------------------------------------The RoleThe core mandate is simple:Find where the lending funnel is leaking, understand why, and work with the business to fix it.You will continuously analyse the entire lending funnel — from lead generation to login, approval, sanction and disbursal — identify bottlenecks, quantify their impact, and work with the sales team to drive corrective action.This is not a reporting role.You are expected to find problems, create solutions and drive business outcomes.---------------------------------------------------------------------------------------------What You Will Do1. Own the Lending FunnelDevelop a deep understanding of every stage of the lending funnel:Leads → Contacted → Qualified → Documents → Login → Credit → Sanction → DisbursalYou will:Track conversion at every stage.Identify where leads are getting stuck or dropping off.Analyse funnel movement by salesperson, geography, product, lender, customer segment and lead source.Identify where additional leads are required and where existing leads are being underutilised.Build a clear understanding of the capacity and requirements of the sales team.2. Find the GapsYour job every day should be to answer:"Why aren't we doing more business?"Examples:Are salespeople short of leads?Are we generating enough leads but contacting too few?Are leads being contacted but not qualified?Are good customers being rejected because of poor sourcing?Are documents getting stuck?Is credit TAT impacting conversions?Are particular lenders converting better than others?Are certain salespeople dramatically outperforming others?Are leads being wasted or going dormant?Is the problem lead quality, sales productivity, credit, operations or lender appetite?You will go beyond identifying the problem and quantify its impact.3. Become Extremely Data-DrivenBuild dashboards and analysis that provide a real-time view of lending performance.Analyse:Lead volumesLead qualityContact ratesQualification ratesLogin ratesApproval ratesSanction ratesDisbursal ratesTATSales productivityLead ageingFunnel leakageLender-wise performanceProduct-wise performanceSource-wise performanceSalesperson-wise performanceYou should be able to look at a dataset and quickly identify:"This is where the problem is."4. Work Directly With SalesThis is where the role becomes different from a traditional analytics/program-management role.You will work closely with the sales team to convert insights into action.For example:"Rohit has 400 leads but is logging only 8%. The team average is 15%. Let's understand why."Or:"Delhi has enough leads, but contactability is 20% below other regions. We need to fix this before generating more leads."Or:"We need 2,000 additional qualified leads next month to support the sales team's target of ₹X crore."You will work with Sales Managers and individual salespeople to:Set targets.Identify productivity gaps.Create action plans.Improve funnel conversion.Improve lead utilisation.Run experiments.Review performance.Follow through until the problem is solved.5. Determine Lead RequirementsOne of your most important responsibilities will be answering:"How many leads do we actually need?"Build a bottoms-up model connecting:Business Target → Disbursal Requirement → Sanction Requirement → Login Requirement → Qualified Leads → Raw LeadsDetermine requirements based on:Historical conversion ratesCurrent sales productivityLender appetiteProduct mixLead qualitySales capacitySeasonalityExpected conversion improvementsThis should allow the business to know exactly how many leads are required to achieve the monthly lending target.6. Run Growth ProgramsOnce a gap is identified, you will own initiatives to close it.Examples:Improving lead contactability.Increasing login rates.Improving salesperson productivity.Reducing lead ageing.Reactivating old leads.Improving lender allocation.Creating new lead qualification processes.Improving sales scripts/processes.Running targeted campaigns for specific customer segments.Building interventions for underperforming salespeople.You will define the hypothesis, implement the intervention, measure the result and decide whether to scale it.7. Build a Culture of Continuous ImprovementYou will establish a regular operating cadence around lending performance.This could include:Daily funnel monitoring.Weekly business reviews.Sales productivity reviews.Funnel deep-dives.Root-cause analysis.Experiment tracking.Action trackers.Monthly growth planning.The objective is to make the lending organisation increasingly predictable and data-driven.---------------------------------------------------------------------------------------------What We Are Looking ForWe are looking for someone who is obsessed with funnels and numbers.You should naturally ask:"Where is the leakage?""Why is this happening?""How big is the opportunity?""What should we do about it?""Did the intervention actually work?"You should be:Extremely analytical.Strong with numbers and data.Excellent at Excel/Google Sheets and ideally SQL/BI tools.Strong at breaking ambiguous problems into measurable components.Commercially oriented.Comfortable working directly with salespeople.Extremely execution-oriented.Persistent about following actions through to completion.Comfortable challenging existing processes and assumptions.Able to communicate complex analysis in a simple manner.Comfortable operating in a fast-paced startup environment.---------------------------------------------------------------------------------------------Ideal Background2–6 years of experience in roles such as:Program ManagementBusiness OperationsRevenue OperationsSales StrategyGrowthLending OperationsFintechManagement ConsultingBusiness AnalyticsExperience in lending, fintech, NBFCs, consumer finance or B2B sales is strongly preferred.Someone who has worked on sales funnels and high-volume lead operations will be particularly relevant.---------------------------------------------------------------------------------------------What Success Looks LikeWithin the first few months, you should be able to:Clearly map the entire lending funnel.Identify the biggest sources of leakage.Quantify the business impact of every major bottleneck.Build a reliable lead requirement model.Identify salesperson-level productivity gaps.Improve conversion at key stages.Create a predictable operating cadence for the sales organisation.Help the business generate materially higher disbursals without simply throwing more leads into the funnel.---------------------------------------------------------------------------------------------How We Will Measure YouYour KPIs will ultimately tie back to lending business growth.Key metrics include:Disbursals generatedFunnel conversion improvementLead utilisationLogin rateSanction rateDisbursal rateSales productivityLead-to-disbursal conversionLead requirement accuracyReduction in funnel leakageIncremental business generated through growth initiativesThe Golden MetricHow much additional lending business did your interventions create?---------------------------------------------------------------------------------------------The Person We WantWe don't want someone who sends a weekly dashboard saying:"Conversion has fallen from 12% to 9%."We want someone who says:"Conversion has fallen from 12% to 9%. I found that 70% of the decline is coming from three sales teams because qualified leads are ageing beyond 48 hours. I've identified the root cause, changed the allocation process, and we're testing the intervention this week."That difference is the entire role.One-Line Definition of the Role:-Find the bottleneck. Quantify the opportunity. Fix it with Sales. Measure the impact. Repeat.Location: Delhi NCRExperience: 2–6 yearsFunction: Lending / Business Operations / GrowthReporting to: Business Leadership