Commercial Senior Manager

Hello, we’re Starling.

Banking was broken – so we decided to fix it. The vision? Fast technology, fair service and honest values. All at the tap of a phone, all the time. We built Britain’s first digital bank. One hard-won banking licence later, we set about giving people a new way to spend, save and manage their money (and take better care of the planet, too). We’re changing banking for good. Back then, we were obsessed with unravelling the knotty world of finance and solving people’s problems rather than selling them stuff. We still are.

Since then, we’ve grown. A lot. Over four million accounts (and four account types!). A team of thousands. Headquartered in London with offices in Cardiff, Dublin, Manchester and Southampton. Seven years voted Which? Recommended Provider and Britain's Best Banking Brand. Still zero branches. Our culture is open, inclusive and focused on solving real customer problems, with an emphasis on doing the right thing, even when it’s not always the easy thing. From our approach to working together and sustainability to how we build our products, our decisions need to make the world – and Starling – a better place to be. Everyone at Starling is essential to our mission, which is really quite simple: to solve our customer’s problems – and build the best bank in the world!

And now we're providing Starling to other banks, via a Software-as-a-Service (SaaS) proposition through our subsidiary Engine, using the proprietary technology platform that it uses to power our own bank.

We are now looking for a Commercial Senior Manager who will play a key role in driving good commercial outcomes across the Starling Group. 

They are responsible for providing the analysis, models and management information that enable management to make well-evidenced decisions on customer value, deposit pricing and product economics. The role is accountable for the rigour of the work it produces and for clear, reasoned recommendations. 

This role sits within Starling’s commercial function and, alongside peers, will be responsible for:

Customer Value and Unit Economics

• Build and maintain cohort-level models of customer value (balances, interchange, NIM, fees, cost to serve), by channel, offer and segment.
• Analyse acquisition and incentive performance on payback and cost per funded customer, not just CPA and volume, and recommend where spend should move.
• Quantify the value impact of mix shifts, such as student, teen and returning customers, and of changes in funding rate and balance behaviour.
• Support the analysis of engagement, primacy and the back book (closures, dormancy, balance run-down) so the team can see what drives long-term value

Deposit Pricing

• Prepare the analysis behind deposit pricing proposals considering the marginal cost of funds, rate elasticity, deposit beta, competitor and best-buy positioning and balance mix.
• Model the margin and growth trade-offs of options and present a recommended position with clear assumptions and sensitivities.
• Work with Treasury and Finance so pricing analysis reconciles to the funding plan and ALCO materials.

Commercial MI & Reporting

• Produce the weekly and monthly commercial packs to a high standard: consistent metric definitions, one version of the budget, numbers reconciled to Finance, as-at dates stated, and commentary that explains what moved, why, and what is recommended.
• Maintain a definitions library (for example “active”, “funded” and “primary”) and flag any change in how metrics are calculated.
• Work with Data to build and maintain reliable data sources and dashboards (Looker), and raise data quality issues before they reach the pack.
• Flag early where performance is drifting from plan, with a view on cause and size.

Decision Support

• Act as the link between Finance and the business units so the commercial impact of decisions is properly modelled and understood.
• Challenge assumptions in business cases and decisions where commercial impact is unclear or untested.