Director Go-to-Market and Revenue Strategy

About the Role

Who We Are You've ordered dinner through Just Eat Takeaway. You've bought and sold on OLX. You've paid with PayU. Chances are, you've already used a Prosus company today. We are Prosus, a global technology company powering some of the world's leading lifestyle ecommerce businesses. Every day, billions of people across India, Latin America, Europe and beyond use our products and services to buy, sell, pay, connect and discover. Our AI-driven ecosystem spans 100+ companies across ecommerce, food delivery, fintech and experiences, serving billions of consumers worldwide. AI powers how we operate and innovate, with more than 60,000 active AI agents helping our teams build, scale and move faster. Through our investment team, we also back the founders and technologies shaping the future: From robotics and autonomous systems to synthetic biology and frontier AI. Guided by our five values Innovation, Results, People, Impact, and Entrepreneurship, culture is our competitive advantage. We thrive with experimentation; we build, we test, we learn, we iterate. Join us in shaping the future of technology at global scale. WHO YOU ARE You are a commercial leader who has built the go-to-market of a platform from a blank page and knows what it takes to turn a product that people already use into a business that pays for itself. You have priced and packaged products for marketplaces, brands or merchants, and you have seen the difference between a model that looks good in a spreadsheet and one that a small business owner actually adopts. You are comfortable in a B2B2C world: the customer is reached through someone else's channel, the data belongs to the ecosystem, and the money comes from several ends of a transaction at once. You influence without authority, because the teams that execute will rarely report to you. You are rigorous with numbers and plain with people, and you are at ease saying what the evidence shows even when the room expects something else. You want to build something that reaches millions of small businesses, you are prepared to work for it. THE OPPORTUNITY Toqan for Partners is the AI assistant for the merchants across the companies of the Prosus ecosystem: restaurants, pharmacies, hotels, sellers, real estate agencies and car dealers, five million businesses in total. It launched to restaurants on iFood in Brazil in September 2026 and reached 65,000 restaurants in four weeks with no media spend. The next twelve months decide how it will become a business: which applications partners pay for and at what price, how value is shared with everyone the partner transacts with, how the uplift is measured and published so the next company embeds, and how the product travels from iFood to the rest of the ecosystem and to India and Europe. You will lead that work, as the owner of the go-to-market and the revenue strategy of Toqan for Partners, alongside the product and technology leads who own what gets built. WHAT YOU’LL DO Own the commercial model Define pricing and packaging for the applications partners pay for, media management, supply, finance and operations, at a fraction of what they spend today and justified by the return they see. Design how Toqan takes part in the value it creates for the other end: take rate on agent-negotiated supply, credit origination, brand and industry media, and cross-sell of the ecosystem companies' own products. Set the rules that keep it honest, starting with the separation between paid placement and recommendation. Drive the rollout across the ecosystem With the Head of Operations, secure the commitment of each business in the ecosystem: sponsor, distribution, conditional yes and first market. Run the rollout inside each one, working through the teams that own the merchant relationship, and bring the product to its next verticals and markets. Build the measurement Own the scoreboard: active partners under a strict definition, uplift per business in retention and GMV, cost and value per active partner. Make the uplift the argument that brings the next company in and the evidence behind every pricing decision. Structure the partnerships that carry the revenue Lead the commercial agreements with distributors, industry, fintechs and the ecosystem companies' commercial platforms, from first conversation to signed terms, and the co-investment models that align their incentives with the partner's. Build and lead the team Hire and develop a small go-to-market and revenue team, growth on the merchant side, monetisation and analytics, and set its standard for rigour, ownership and candour. WHAT YOU BRING - Ten or more years in go-to-market, revenue or commercial strategy, with at least one commercial function built from scratch and grown to scale. - Hands-on experience with pricing and packaging, ideally for marketplaces, retail media, payments or SaaS sold to small businesses. - Experience on more than one side of a marketplace: merchants or sellers, brands or suppliers, the platform itself. - A track record of adoption at scale with a long tail of small customers, not only of large enterprise deals. - Proven ability to move a result through teams that do not report to you, and to work inside another company's channel. - Fluency with data: you build the business case, run the analysis and read the uplift yourself, and use AI tooling as a normal part of how you work. - Candour, humility and patience: you say what the numbers say, you arrive to learn before you teach. - English required; Portuguese or Spanish strongly preferred. WHAT WE OFFER - Global impact: a product that reaches five million small businesses across Latin America, Europe and India. - Ownership: the commercial model of a new business, with the numbers to be judged on and the autonomy to build it. - Growth: exposure to the leadership of the group and of its companies, and a clear path into operating roles in the ecosystem. - Competitive compensation and the Prosus benefits package for the location of the role. Why Prosus? At Prosus, your colleagues include 60,000 AI agents… and your job is to figure out what that actually means. We're one of the largest operators of agentic AI on the planet, inside a $100B+ portfolio across 100+ companies and two billion people. The humans here own what AI can't do alone: judgment, creativity, and the call on what gets built next. Own the impact. Work the ecosystem. Earn your growth. Build with backing. Curious about our perks and benefits? Take a look at this page https://prosusbenefits.com/. Our Diversity & Inclusion Commitment We respect the dignity and human rights of individuals and communities wherever we operate in the world. Building an inclusive workplace where everyone feels welcome and can thrive is critical for us. We provide access to education, which helps everyone understand the important role they play and the positive impact they can have. Want to know more about life at Prosus? Explore our culture and values https://www.prosus.com/the-prosus-way.