Chief Commercial Officer

About HugoBank

HugoBank is Pakistan’s next-generation digital bank built on the vision of financial inclusion, customer-centric innovation, and digital empowerment. Inspired by global fintech leaders such as Revolut, HugoBank aims to deliver seamless, secure, and personalized financial experiences through technology-led banking solutions.

Position Summary

The Chief Commercial Officer (CCO) is responsible for owning and delivering HugoBank's commercial strategy, revenue growth, market expansion, and overall commercial P&L.

The role has end-to-end accountability for customer acquisition through partner channels, merchant acquiring, sales and distribution, ecosystem development, corporate business, commercial partnerships, payment acceptance, enterprise sales, and channel profitability.

Providing vision and leadership to the Heads of Retail Products, Merchants, Design, Growth, Partnerships & Marketing, the CCO transforms HugoBank's products into commercially successful businesses by building scalable acquisition channels, strategic alliances, merchant ecosystems, and high-performing sales organizations.

The role is accountable for delivering sustainable revenue growth, expanding market share, increasing transaction volumes, maximizing merchant acceptance, and building HugoBank into one of Pakistan's leading digital banking ecosystems.

Key Responsibilities & Accountabilities

Commercial P&L Ownership

Own the commercial P&L for HugoBank's acquisition channels, merchant business, partnerships, distribution network, and corporate business.

Deliver annual revenue, profitability, customer growth, and transaction targets approved by the Board.

Drive sustainable commercial growth while maintaining healthy acquisition economics and operating efficiency.  Develop commercial forecasts, budgets, and growth strategies.

Commercial Strategy

Develop and execute HugoBank's commercial strategy aligned with the Bank's long-term business objectives.

Identify new revenue streams, strategic growth opportunities, and commercial business models. Lead market expansion initiatives and commercial execution.

Build long-term competitive advantage through partnerships and distribution.

Sales & Distribution

Develop and lead a scalable national sales and distribution organization encompassing digital, merchant, corporate, partner and ecosystem channels. Create scalable sales operating models supported by performance management and incentive structure.

Merchant Business

Own HugoBank's merchant acquiring and acceptance business across digital payment solutions, merchant services and value-added propositions. Drive merchant acquisition, activation, retention and transaction growth while expanding the acceptance network across key industry sectors. Develop sector-specific merchant strategies. Expand acceptance across retail, healthcare, education, fuel, hospitality, logistics, and government sectors.

Strategic Partnerships

Develop strategic partnerships with fintechs, payment networks, digital platforms, corporates, government institutions and ecosystem partners to accelerate customer acquisition, product distribution and commercial growth. Negotiate complex commercial agreements that create long-term strategic value. Develop embedded finance partnerships. Lead ecosystem expansion initiatives.

Corporate & Enterprise Business

·       Develop HugoBank's corporate partnerships business.

·       Acquire payroll clients.

·       Develop B2B banking relationships.

·       Lead enterprise payment solutions.

·       Develop institutional partnerships.

·       Create strategic corporate ecosystems.

Commercialization of Digital Products

·       Partner closely with Product, Growth & Marketing to maximize product adoption and commercial success.

·       Develop channel-specific commercialization plans.

·       Create distribution strategies for every major product launch.

·       Improve activation and monetization through partnerships.

Commercial Growth & Performance

Own the commercial performance of HugoBank across all acquisition channels, partnerships, merchant business and distribution networks. Drive sustainable growth in revenue, customer acquisition, merchant activation, transaction volumes and profitability.

Monitor and optimize commercial KPIs including revenue, commercial P&L, active customers, merchant growth, transaction value, channel productivity and partner performance. Develop forecasts and performance dashboards that provide actionable insights to executive management.

Own Commercial KPIs including

• Revenue
• Commercial P&L
• Customer Acquisition
• Merchant Growth
• Transaction Volume & Value
• Partner Performance
• Channel Productivity
• Market share.

Executive Leadership

·       Serve as a member of HugoBank's Executive Leadership Team.

·       Present commercial performance to the CEO and Board.

·       Represent HugoBank with regulators, strategic partners, payment schemes, and major corporate customers.

·       Lead commercial transformation initiatives across the Bank.

·       Build a high-performance, results-oriented commercial culture.

Education

·       Bachelor’s degree in business administration, Finance, Economics, Marketing, Engineering, or a related discipline. A master’s degree in business administration (MBA) or a relevant postgraduate qualification will be an added advantage.

·       Relevant professional certifications in Banking, Digital Transformation, Sales, Payments, or Leadership are desirable.

Experience

· 15+ years of leadership experience in digital banking, fintech, payments, merchant acquiring, telecom, or financial services.

·       Demonstrated success owning commercial P&L and delivering profitable growth.

·       Proven experience building large-scale sales, merchant and partnership businesses.

·       Strong executive leadership, stakeholder management and Board presentation experience.

Core Competencies

A strategic and commercially focused leader with strong business acumen, exceptional stakeholder management and negotiation skills, and a proven ability to drive revenue growth, build high-performing teams, execute growth strategies, and deliver sustainable commercial results in a dynamic digital banking environment.

Reporting Relationship

Reports To: Chief Executive Officer (CEO)

The role works closely with the Heads of Technology, Operations, Finance, Risk, HR and Compliance to drive the Bank's commercial strategy, revenue growth, and market expansion while ensuring alignment with HugoBank's strategic objectives