Associate Director, Business Development (Enterprise Accounts)

ShopBack; Hong Kong; On-site; HKD 900,000 - 1,200,000; Full time

Job summary

ShopBack is seeking an experienced Enterprise Growth professional in Hong Kong to lead high-value partnerships and drive revenue growth across the region. You will own complex deals, engage senior stakeholders, and align product solutions with merchant needs to deliver scalable outcomes.

The role requires a strategic mindset, strong negotiation skills, and a proven track record in managing diverse enterprise portfolios within tech or payments environments.

Qualifications

• Experience closing and scaling enterprise partnerships in tech/payments/platforms.
• Ability to handle complex, multi-stakeholder deals and high-value opportunities.
• Excellent commercial judgment and negotiation skills engaging senior stakeholders.
• Strategic thinker who balances growth opportunities with execution.
• Strong analytical skills to derive insights and inform decisions.
• Self-starter with ownership mindset and bias for action.

Responsibilities

• Lead enterprise growth strategy by identifying, engaging, and closing high-value partnerships.
• Own complex sales cycles with senior decision-makers and structuring agreements.
• Manage and grow a portfolio of enterprise merchants for revenue expansion.
• Build and maintain relationships with key merchants and stakeholders.
• Translate merchant needs into actionable product and solution improvements.
• Collaborate with Product and Marketing to drive cross-functional growth initiatives.
• Partner with internal teams to scale merchant success across the region.

Skills

Enterprise partnerships

High-stakes deals

Negotiation skills

Strategic thinking

Data-informed decisions

Ownership/self-starter

Job description

Our Journey

The ShopBack Group is Asia-Pacific's leading shopping and rewards platform, trusted by over 20 million active members across 13 markets, including Germany and the United States. Driven by the vision to make every day more rewarding, ShopBack saves members money and time with more ways to earn and more to do with what they earn, and empowers merchants and brand partners to effectively engage its members. Founded in Singapore in 2014, ShopBack now powers over US$5.5 billion in annual sales and half a million transactions a day for more than 20,000 online and in-store partners.

This is a role with our latest product, ShopBack Pay, a new initiative that helps customer earns Cashback in the offline/online world.

Your Adventure Ahead

• Lead enterprise growth strategy: Identify, engage, and close high-value enterprise partnerships, driving significant revenue impact for ShopBack
• Own complex, high-stakes deals: Navigate complex, multi-stakeholder sales cycles and structure strategic partnerships with senior decision-makers
• Drive portfolio performance: Acquire, manage, and grow a portfolio of enterprise merchants, ensuring strong and consistent revenue growth quarter over quarter
• Build key merchant relationships: Establish yourself as a trusted advisor to key stakeholders, leading business reviews and unlocking new opportunities for expansion
• Champion merchant success at scale: Develop a deep understanding of merchant needs and translate them into actionable strategies that maximize long-term value
• Shape product and solutions: Partner closely with Product and Integration teams to shape offerings, close feature gaps, and deliver solutions that meet evolving enterprise demands
• Drive cross-functional initiatives: Work with Marketing and other internal stakeholders to design and execute growth strategies that benefit both merchants and ShopBack

Essentials To Succeed

• Minimum 5 years of experience in Business Development or Account Management, ideally within tech, payments, or platform businesses
• Strong track record of closing and scaling enterprise partnerships, with experience handling complex, high-value deals
• Excellent commercial judgment and negotiation skills, with confidence engaging senior stakeholders
• Strategic thinker with the ability to balance big-picture growth opportunities and hands‑on execution
• Passion for managing a diverse portfolio of enterprise accounts and gaining exposure across the payments ecosystem
• A resilient problem‑solver who thrives in ambiguity and is not deterred by setbacks
• Strong interpersonal and communication skills, with the ability to influence across internal and external stakeholders
• Solid analytical skills, with the ability to derive insights and drive data-informed decisions
• A self‑starter with a strong sense of ownership and a "can't-is-not-an-option" mindset
• Ability to operate effectively in a fast‑paced, high‑growth environment while managing multiple priorities with precision
• Highly motivated to contribute to building and scaling a successful business in a startup environment
• Passionate about making a meaningful commercial impact across the region
• AI Competency: Demonstrated use of AI tools (e.g. ChatGPT, Gemini, Claude) to develop new or improve workflows, enhance productivity, and drive efficiency at scale.

ShopBacker Traits

• Agency - We take ownership and act, rather than waiting for permission. When something's blocking progress, we find a way through it and follow through until it's done.
• Judgement - We aim for high-impact decisions, not just easy wins, and we put the bigger picture ahead of individual interests. That means moving quickly and confidently, while staying thoughtful about when a call really matters.
• Learning Velocity - We pick up new skills fast and let go of old habits just as quickly when something better comes along. We benchmark ourselves against the best and keep raising our own bar.
• Tenacity - We stay in it when things get hard, keeping a level head under pressure. We debate openly before deciding, then commit fully — and support each other along the way.

What's in it for ShopBackers

• Career growth opportunities to take on greater challenges that help you realise your ambitions.
• Be part of a winning team on a journey to global scale.
• Competitive compensation based on performance.
• Candid, open, and collaborative culture where feedback is valued.

We are committed to protecting your data and ensuring fairness in our recruitment process. We may use artificial intelligence (AI) tools to help our team review applications, analyse resumes, match candidates to roles, generate interview notes, and assess responses. These tools assist our recruiters and interviewers and they do not make final hiring decisions. Final hiring decisions are ultimately made by humans. If an assessment is part of your process, we may (with your consent) capture screen activity and/or webcam images during the test to help verify test integrity. We do not use AI to infer your emotions or sensitive traits. We process personal data lawfully, securely, and transparently in line with applicable data‑protection laws and our commitment to fair employment. You can ask questions or exercise your rights including to request human review or to challenge an outcome by contacting [email protected] . ShopBack is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, color, religion, sexual orientation, national origin, age, disability, genetic information, veteran status, or any other protected status under applicable laws. Join our team and help us make a difference!