Expansion & Market Development Manager Hybrid

The Role in Brief

Own M-KOPA’s strategic market expansion and growth across Nigeria. Lead new market entry from assessment through launch execution (50% of role) while simultaneously driving penetration and optimization in existing markets (40% of role). Work as a strategic leader and hands-on operator – 60-80% field time during launch phases, managing regulatory engagement, operational setup, partnership development, and commercial growth. Reports to Head of Business Management. Requires 5+ years in market expansion/business development with proven track record across multiple Nigerian states.

About Us
We’re not just another fintech talking about financial inclusion – we’re actually doing it. 7 million customers across Africa. $2 billion in credit unlocked. 86% report improved quality of life. We’ve moved from 5 million to 7 million customers, building toward 10 million.

Here’s what matters: 55% of our customers are accessing products and services for the first time. 70% use what we finance to generate income. Nigeria is central to that next chapter.

This is a hybrid role, you would be working from our offices in Nigeria, partnering with a diverse group of employees from our different markets and locations across the UK, Europe and Africa. You will be reporting to the Head of Business Management.

Why This Role Is Different
Most expansion manager roles focus either on strategy (which can seem out of touch) or on operations (constantly managing crises). This position combines both: you’ll oversee the entire market journey – from evaluating new state entry, setting up operations, to driving growth and maximizing commercial potential. During launches and intense development, expect to spend 60–80% of your time in the field, not just in meetings. You’ll create new processes, represent M-KOPA with regulators, agencies, partners, and drive key commercial partnerships essential for long-term market success.

In short, you’re not just planning market entry – you’re actively making it happen at every stage.

What You’ll Do

• New market expansion will occupy about half your time. You’ll conduct thorough market assessments to identify genuine opportunities, build strong feasibility cases with robust unit economics, design state-specific launch playbooks, and engage regulators and stakeholders. You will also lead on-the-ground execution, set up temporary hubs,
• Market development involves identifying underserved segments, expanding into new LGAs and rural regions, tracking key performance metrics like activation and repayment to detect issues early, building partnerships with retail chains and telcos, and implementing growth-driving commercial initiatives. You also monitor competitors and turn their actions into strategic insights
• Coordinate with Sales, Operations, Finance, Logistics, and Marketing to ensure readiness at every stage. You are responsible for key metrics, including launch timelines, acquisition targets, portfolio health, channel expansion, and revenue growth.

What You’ll Need

• 5+ years in market expansion, business development, or commercial operations—ideally in fintech, mobility, or technology environments. You have a proven track record launching or scaling operations across multiple Nigerian states, building from scratch in ambiguous environments.
• Experience in market research and financial modelling. You’re strong with stakeholder management, particularly government and regulatory relationships. You’re entrepreneurial, field-oriented, and genuinely willing to travel extensively during launch phases.
• Beyond credentials: you’re a self-starter with high ownership mentality. You solve problems resourcefully. You communicate clearly with leadership. You build teams. You thrive in ambiguity.

The Reality
This role is demanding. You’ll spend weeks in unfamiliar states, often in new markets with limited infrastructure. You’ll juggle launch timelines with development growth. You’ll encounter regulatory friction, logistical complexity, and market uncertainty simultaneously. If you’ve been waiting for a role where your strategic thinking gets built immediately, where your operational execution drives real customer impact, where financial inclusion isn’t a mission statement but the work itself, this is worth a serious conversation.

Why M-KOPA?
At M-KOPA, we empower our people to own their careers through diverse development programs, coaching partnerships, and on-the-job training. We support individual journeys with family-friendly policies, prioritize well-being, and embrace flexibility.