Company Description
Experian is a global data and technology company, powering opportunities for people and businesses around the world. We operate across a range of markets, from financial services to healthcare, automotive, agribusiness, insurance, and many more. Experian invests in people and new advanced technologies to unlock the power of data. We have an amazing team of 25,200 people in 32 countries.
Job Description
Lead the commercial strategy for customer lifecycle, monetization, and owned channels to sell end-to-end digital products in self-service mode, monetize the registered user base—especially Free users—and convert them into paying customers. The role designs, executes, and optimizes the sales expansion strategy with automated journeys and commercial campaigns aimed at generating revenue, meeting the digital SMB sales budget, accelerating the digital pipeline, and increasing conversion, cross-sell, upsell, repurchase, and retention.
Role Responsibilities:
- Sell end-to-end digital products in self-service mode through lifecycle, CRM, automation, segmentation, and owned channels strategies.
- Monetize the registered user base, with a focus on Free users, active leads, and customers with repurchase or expansion potential.
- Convert Free users into paying customers through commercial journeys, automated campaigns, triggers, and purchase-oriented offers.
- Meet revenue and commercial budget targets for the Digital and mass SMB channel from lifecycle and monetization initiatives.
- Generate incremental revenue through activation, conversion, cross-sell, upsell, repurchase, and retention campaigns.
- Manage and optimize the digital commercial funnel, identifying friction points and opportunities at each stage of the purchase journey.
- Accelerate the digital pipeline from owned channels and automated journeys, contributing to qualified demand and self-service sales.
- Execute end-to-end sales campaigns, from audience definition and sales objectives to implementation, measurement, and optimization.
- Expand current customers through data-driven cross-sell and upsell strategies based on behavior, product usage, and purchase potential.
- Activate commercial demand through email, SMS, WhatsApp, push, or other available owned channels.
- Define segmentations, personalization, and commercial triggers to prioritize audiences with higher probability of conversion, expansion, or retention.
- Lead commercial experimentation and A/B testing to increase conversion, average ticket, revenue, and campaign efficiency.
- Analyze cohorts and user behavior to detect monetization, abandonment, repurchase, and expansion opportunities.
- Coordinate with Commercial, Product, Data, Marketing, GTM, Technology, and Legal/Compliance teams to align offer, audience, experience, execution, and revenue targets.
- Ensure that campaigns and data treatment comply with Experian's internal policies, privacy guidelines, and applicable regulations.
Experience in:
- Proven experience managing digital commercial funnels with a focus on conversion, revenue, activation, expansion, and retention
- Experience executing conversion and self-service sales campaigns for digital products or services.
- Experience working with revenue, conversion, digital sales targets, or commercial KPIs.
- Experience converting free users, registered users, leads, or active bases into paying customers.
- Experience in designing, executing, and optimizing automated sales, activation, conversion, cross-sell, upsell, and repurchase journeys.
- Experience in multi-channel campaigns through email, SMS, WhatsApp, push notifications, or other owned channels.
- Experience in audience segmentation, message personalization, commercial trigger definition, and full funnel performance analysis.
- Experience with CRM and marketing automation platforms such as Salesforce Marketing Cloud, HubSpot, Mailchimp, Klaviyo, ActiveCampaign, or other equivalent tools.
- Experience collaborating with Commercial, Product, Data, Marketing, GTM, and Technology teams to align campaigns, offer, product, audience, and revenue objectives.
Desirable
- Experience with freemium, Free to Paid, self-service, e-commerce, SaaS, marketplace, digital products, or transactional digital channels models.
- Experience in monetizing registered user bases and existing customers.
- Knowledge in database management, advanced segmentation, and SQL query handling or similar tools.
- Experience with visualization and analytics tools such as Looker Studio, Power BI, Tableau, Google Analytics, or other equivalent platforms.
- Experience in designing and implementing A/B experiments aimed at increasing sales, conversion, and revenue.
- Knowledge of best practices in omnichannel journeys, personalization, frequency, contactability, and communication governance.
Qualifications
Education: Professional in Marketing, Advertising, Business Administration, Industrial Engineering, Economics, Communication, Digital Business, or related fields. Desirable complementary training in growth marketing, digital sales, CRM, marketing automation, digital analytics, revenue marketing, e-commerce, or digital product.
Experience:
2+ years of experience in digital sales, growth, monetization, revenue marketing, CRM, lifecycle marketing, marketing automation, or digital commercial performance.
Required Technical Knowledge:
- CRM
- Marketing automation
- Design and management of automated commercial journeys
- Multi-channel campaigns, funnel management, segmentation, personalization, and behavior-based triggers
- Campaign analytics, cohort analysis, A/B experimentation
- Advanced Excel, dashboards, and digital commercial metrics such as revenue, conversion, average ticket, CAC/CPA where applicable
- Retention, repurchase, cross-sell, upsell, and campaign ROI.
Languages: English B1 or higher.
Competencies:
- Revenue ownership
- Sales-driven mindset
- Growth mindset
- Commercial accountability
- Digital sales execution
- Customer monetization
- Funnel optimization
- Customer conversion
- Customer expansion
- Commercial experimentation
- Business results orientation
- Analytical thinking applied to sales
- Digital pipeline acceleration
- Journey orchestration
- Data-driven decision making
Additional Information
Our uniqueness is that we celebrate what makes us different. Experian's culture and people are key differentiators. We take our people agenda very seriously and focus on what really matters: DEI, work-life balance, development, authenticity, engagement, collaboration, wellbeing, reward and recognition, volunteering... and the list goes on. Experian's strong people-first approach has been recognized: Great Place To Work™ in 24 countries, FORTUNE Best Companies to work, and Glassdoor Best Places to Work (globally 4.4 stars), to name a few. Check out Experian Life on social media or our careers site to understand why.
Experian is proud to be an equal opportunity and affirmative action employer. Innovation is a fundamental part of Experian's DNA and practices, and the diversity of our workforce drives our success. Everyone can succeed at Experian and bring their whole selves regardless of gender, ethnicity, religion, color, sexuality, physical ability, or age. If you have any disability or special need that requires accommodations, please let us know as soon as possible.
Experian Careers - Creating a better tomorrow together
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