Account Executive (Global)

Kinobi AI; Indonesia; On-site; IDR 1,057,455,000 - 1,762,425,000; Full time

Benefits offered by this job

Competitive salary

Global deals across markets

Lean, high-ownership team

Executive exposure to C-suite

Job summary

Kinobi AI is a Singapore-based company transforming higher education with AI-powered B2B SaaS solutions. We seek an Account Executive to own the full sales cycle from qualification to close, engaging university admins and global decision-makers.

You will report to the CEO and Co-founder, managing two team members in Sales Ops and Marketing, driving revenue and GTM motion across markets. Based in Southeast Asia, you’ll handle inbound and outbound initiatives with high ownership.

Qualifications

• 3–5 years in Account Executive, Business Development, or B2B sales.
• Experience in SaaS/EdTech or similar enterprise software.
• Proven end-to-end sales experience from discovery to close.
• Experience managing regional or global clients is required.
• Experience selling to international markets is preferred.
• Experience with RFPs, tenders, and procurement processes.
• Strong communication, negotiation, and stakeholder management.
• Fluent English mandatory; Mandarin a plus.
• Based in Indonesia or Malaysia.

Responsibilities

• Own the full sales cycle from MQL qualification to closing.
• Manage MQL-to-SQL conversion and nurture leads.
• Collaborate with CEO on strategy and deal execution.
• Drive inbound and outbound sales across global markets.
• Build relationships with university administrators and decision-makers.
• Lead complex RFPs, tenders, and procurement processes.

Skills

Account Executive

Business Development

Enterprise Sales

B2B Sales

SaaS Sales

Stakeholder Management

CRM Tools

Tools

Salesforce

HubSpot

Job description

Kinobi AI is a Singapore-based company dedicated to transforming higher education by helping universities go beyond just academics. We focus on holistic student success, leveraging AI-powered solutions to ensure that students are well-prepared for their careers. We're looking for individuals who share our vision and want to make a meaningful impact in the future of education.

Our purpose is to:

• Empower institutions to guide their beneficiaries toward meaningful employment opportunities through AI-driven solutions
• Demonstrate to the world that a global AI-powered B2B SaaS enterprise can be successfully built from Southeast Asia

About The Role

As an Account Executive, you will own the full sales cycle from MQL qualification and discovery through proposal, negotiation, and close. This is primarily a farmer + closer role, with hunting as a secondary focus, where you'll build and nurture relationships with university administrators and key decision-makers across global markets.

You will report directly to and work closely with the CEO & Co-founder, while managing two team members across Sales Operations and Marketing. This is a high-ownership role with responsibility for driving revenue, managing the GTM pipeline, and continuously improving our sales and GTM motion.

Key Responsibilities

• Own the full sales cycle from MQL qualification, discovery, needs analysis, product demo, proposal, negotiation, procurement, and closing
• Manage the MQL-to-SQL conversion process, including qualification, follow-up, nurturing, and progressing qualified leads into sales opportunities
• Work closely with the CEO & Co-founder on strategic opportunities, deal strategy, GTM priorities, and sales execution
• Drive inbound and outbound sales initiatives to generate and develop opportunities across global markets
• Build and maintain strong relationships with prospects, clients, and strategic partners, particularly university administrators and key decision-makers
• Lead complex RFP, tender, procurement, and budgeting processes, coordinating internal teams and ensuring strong, tailored submissions
• Conduct product demos, discovery sessions, and needs analysis, and translate client requirements into appropriate solutions while managing fit-gap and expectations
• Collaborate with Product and Technical teams on complex opportunities and provide customer and market feedback to improve product-market fit and sales win rates
• Own GTM Operations and pipeline management, including CRM hygiene, pipeline tracking, funnel visibility, and ensuring opportunities progress effectively
• Manage and provide direction to Sales Operations and Marketing team members, ensuring alignment with overall GTM and revenue objectives
• Provide market, customer, and competitive insights to inform GTM strategy and improve overall sales conversion
• Help build and improve sales and GTM processes, workflows, and playbooks as the organization scales
• Achieve individual and team sales and revenue targets through successful opportunity conversion and deal closure

Qualifications

• Minimum 3–5 years of experience in Account Executive, Business Development, Enterprise Sales, or B2B Sales roles
• Experience in SaaS, enterprise software, EdTech, or a similar B2B technology environment
• Proven experience independently managing an end-to-end sales process, from discovery through close
• Proven experience managing regional or global clients is mandatory
• Experience selling to international markets is highly preferred
• Experience working with enterprise clients, universities, government institutions, or other complex organizations is a strong plus
• Experience managing long sales cycles, RFPs/tenders, procurement processes, and multiple decision-makers
• Demonstrated ability to manage and progress a sales pipeline with strong follow-up and relationship management
• Comfortable conducting product demonstrations, discovery sessions, and needs analysis with clients
• Strong ability to understand products and translate client requirements into clear solutions, including having technical conversations and assessing basic fit-gap
• Strong communication, negotiation, presentation, and stakeholder management skills
• Strong attention to detail, particularly when handling proposals, quotations, RFPs, and client communications
• Fluent in English (written and spoken) is mandatory
• Proficiency in Mandarin (written and spoken) is a strong plus
• Comfortable working in a fast-paced startup environment with evolving structures and processes
• Strong ownership mindset with the ability to work independently and manage multiple opportunities simultaneously
• Based in Indonesia or Malaysia

Why Join Us?

• Competitive salary
• Opportunity to close deals across global markets
• Work alongside a lean, high-ownership team building real solutions for higher education and the future of work
• Direct exposure to C-suite and leadership team

Additional Information:

• All interviews and communication will be conducted in English.
• Only shortlisted candidates will be contacted.