Head of Retail

Job Summary:

We are a diversified capital markets and financial services organisation with established capabilities across stock broking, Portfolio Management Services (PMS), algorithmic trading, colocation and high-frequency trading (HFT) platforms.

As part of our growth strategy, we are seeking an experienced Retail Head / President to lead the transformation and scaling of our retail broking and wealth business into a technology-driven, digital-first platform. The role carries end-to-end responsibility for business growth, product strategy, customer experience, technology alignment, and profitability.

The successful candidate will build a differentiated retail investing ecosystem spanning trading, investing, and wealth solutions while driving sustainable business growth and customer engagement.

Key Responsibilities

1. Business Strategy & P&L Ownership

• Own the overall strategy, growth, operating performance and profitability of the digital retail broking business.
• Develop a clear roadmap for transitioning from a traditional full-service brokerage model to a scalable, digital-first operating model.
• Drive customer acquisition, active client growth, trading and investing engagement, customer retention and lifetime value.
• Build sustainable and diversified revenue streams across broking, investment products, margin funding where appropriate, subscriptions and other permissible offerings.
• Establish business metrics, budgets, unit economics and operating dashboards, with accountability for revenue, costs, contribution margins and profitability.
• Identify opportunities to leverage the organisation’s existing market infrastructure and capital markets expertise to create a differentiated retail proposition.

2. Product Vision & Digital Platform Development

• Define and execute the product vision for a comprehensive retail trading and investing ecosystem across mobile, web and API-led channels.
• Build a differentiated, intuitive and reliable customer experience covering onboarding, KYC, account funding, trading, investing, portfolio tracking and customer servicing.
• Develop a customer-centric product roadmap using market research, customer insights, behavioural analytics and competitive intelligence.
• Oversee the development of advanced trading tools, charting, options analytics, screeners, alerts, watchlists, APIs, strategy tools and intelligent trading workflows.
• Introduce relevant AI-enabled capabilities for research discovery, portfolio insights, customer support, personalisation and operational efficiency, subject to appropriate controls.
• Build a product-led culture that prioritises customer value, usability, reliability, speed and continuous improvement.

3. Technology & Engineering Leadership

• Lead the retail technology organisation, including software engineering, mobile and web development, architecture, DevOps, quality engineering, data, cybersecurity and platform reliability.
• Establish a scalable, resilient and secure technology architecture capable of supporting increasing customer volumes and market activity.
• Drive engineering excellence, release velocity, automation, system observability, disaster recovery and business continuity.
• Build high-performing product and engineering teams with clear ownership, measurable outcomes and strong cross-functional collaboration.
• Make strategic decisions on build versus buy, technology partnerships, cloud and infrastructure architecture, and platform modernisation.
• Ensure close alignment between product, engineering, dealing, risk, operations, compliance and customer support.

4. Customer Acquisition, Experience & Growth

• Develop a scalable digital distribution strategy encompassing organic acquisition, referrals, partnerships, performance marketing and other appropriate channels.
• Improve conversion across the customer journey, from prospect acquisition and account opening to first transaction, activation and long-term retention.
• Use customer data and analytics to understand cohorts, engagement, churn, customer profitability and opportunities for improvement.
• Build a differentiated service model through responsive digital support, efficient issue resolution and transparent customer communication.
• Strengthen brand positioning and customer trust through product quality, transparent pricing, reliability and responsible financial services practices.

5. Wealth Platform & Investment Products

• Develop a roadmap to expand the retail business from transactional broking into a broader investing and wealth ecosystem.
• Identify and prioritise opportunities across mutual funds, ETFs, bonds, fixed-income products, investment baskets, goal-based investing and other suitable investment solutions.
• Evaluate the development or distribution of digital advisory, portfolio solutions and wealth offerings, including PMS access where appropriate to the customer segment and regulatory framework.
• Build customer segmentation and engagement strategies for first-time investors, active traders, long-term investors and affluent customers.
• Establish the product, distribution, technology and service capabilities required to build a scalable wealth business.
• Create a cohesive customer experience that connects trading, investing and wealth needs while maintaining appropriate suitability, disclosures and regulatory separation.

6. Innovation, Data & Competitive Differentiation

• Continuously benchmark the business against leading digital brokers, fintech platforms and emerging wealth technology companies.
• Identify opportunities in automation, APIs, intelligent workflows, data-led personalisation and next-generation trading experiences.
• Translate market and technology developments into commercially viable products rather than innovation for its own sake.
• Build a strong product experimentation framework using customer feedback, measurable hypotheses and controlled rollouts.
• Leverage the organisation’s expertise in execution, algorithmic trading and market infrastructure wherever it can create a meaningful retail advantage.

7. Risk, Governance & Regulatory Compliance

• Ensure that products, technology and business processes operate within applicable SEBI, exchange, depository and other relevant regulatory requirements.
• Embed risk management, cybersecurity, data privacy, access controls, surveillance, auditability and resilience into product design and platform architecture.
• Work closely with compliance, legal, risk and operations teams to enable innovation within a robust governance framework.
• Ensure appropriate controls for APIs, algorithmic trading, customer communications, investment distribution and any advisory-related activities.

8. Leadership & Organisational Transformation

• Lead the cultural shift from a traditional service-led brokerage to a customer-centric, product-led and technology-driven organisation.
• Attract, develop and retain high-calibre product, engineering, data, growth and business talent.
• Build a strong second line of leadership across product, technology, growth, operations and wealth.
• Establish clear decision rights, agile execution practices and accountability for business outcomes.
• Work closely with the promoter and senior leadership team to translate strategic ambition into a practical, measurable transformation programme.

Job Requirements:

• 15+ years of leadership experience in retail broking, fintech, wealth management, digital financial services, or related businesses.
• Demonstrated success in leading or materially contributing to the transformation or scaling of a digital brokerage, fintech, investing platform or comparable consumer technology business.
• Strong understanding of Indian capital markets, retail broking economics, trading and investing products, and the regulatory environment.
• Proven ownership of a business P&L, with demonstrated accountability for revenue growth, customer acquisition, operating efficiency and profitability.
• Experience leading product management and technology teams, with the ability to engage deeply on architecture, engineering, reliability and platform strategy.
• Track record of launching successful products, improving customer experience and scaling digital distribution.
• Demonstrated ability to build and lead multidisciplinary teams in a fast-moving, competitive environment.
• Exposure to wealth products, investment platforms, mutual funds, ETFs, fixed income or digital investment solutions will be a significant advantage.
• Strong commercial judgement, execution orientation, analytical capability and entrepreneurial mindset.

Leadership Attributes

• Thinks and acts like a business owner.
• Combines strategic vision with hands-on execution.
• Understands both the customer and the technology behind the product.
• Makes data-driven decisions without losing commercial judgement.
• Builds high-performing teams and creates a culture of ownership.
• Balances growth, customer outcomes, risk and sustainable profitability.

Measures of Success

The leader will be evaluated on a balanced scorecard covering:

• Growth in funded accounts, active customers and customer assets.
• Customer acquisition efficiency, activation, retention and lifetime value.
• Revenue growth, contribution margin, cost-to-serve and business profitability.
• Product adoption, customer satisfaction and platform reliability.
• Speed of product development and delivery against the roadmap.
• Successful launch and scaling of wealth and investment offerings.
• Regulatory compliance, cybersecurity and operational resilience.