AVP of Enterprise Sales

DOKU, PT NUSA SATU INTI ARTHA; Jakarta Selatan; On-site; IDR 200.000.000 - 300.000.000; Full time

Job summary

A leading fintech company in Jakarta seeks an experienced AVP of Business Expansion to drive merchant growth. This role involves managing relationships, ensuring client satisfaction, and leading sales strategies to meet ambitious targets. Ideal candidates should have a bachelor’s in business or marketing, a track record in merchant acquisition, and mastery of negotiation and CRM tools. Applicants must be comfortable working in a fast-paced environment and be proficient in English and Bahasa Indonesia.

Qualifications

• Proven track record in merchant acquisition.
• Excellent negotiation and presentation skills.
• Ability to adapt in a fast-paced environment.

Responsibilities

• Drive growth by managing merchant relationships and ensuring onboarding success.
• Analyze market trends to inform sales strategies.
• Lead and train the sales team to achieve targets.

Skills

Merchant acquisition

Negotiation

Communication

Market analysis

Customer relationship management

Sales strategy

Financial modeling

Education

Bachelor’s degree in Business or Marketing

MBA preferred

Tools

CRM software

Presentation software

Market analysis tools

Job description

Overview

Are you ready to grow your career, explore new challenges, and shape the future of digital payments with us? Join DOKU, Indonesia’s leading fintech and payment gateway pioneer, as an AVP of Business Expansion (Hunter Role). At DOKU, we empower innovation through collaboration, data‑driven thinking, and continuous learning. You’ll be part of a team that ensures every product we build delivers secure, seamless, and high‑performing experiences for millions of users.

About The Role

• Responsible for ensuring the overall success and satisfaction of DOKU’s merchant partners. This role focuses on driving business growth by managing merchant relationships, ensuring seamless onboarding processes, and achieving TPV (Total Payment Volume) and TPT (Total Processing Time) targets.
• Driving our sales team toward achieving ambitious growth target.

What Will You Do

• Sales Strategy and Planning

Generate, maintain and increase business opportunities with existing merchants related to TPV and TPT achievement.

• Revenue Growth

Drive TPV (Total Payment Volume) growth by identifying upsell and cross‑sell opportunities for existing merchants.

• Customer Relationship Management

Build and maintain strong relationships with key clients and strategic partners within the first 3 months.

Ensure customer satisfaction and retention through effective account management practices.

• Market & Industry Analysis

Use market insights to adapt and refine sales strategies. Continuously research and monitor industry trends, competitor activities, and market conditions to identify potential merchant opportunities, understand the competitive landscape, and stay ahead of industry trends and shifts.

• Performance Metrics and Reporting

Define and track key performance indicators (KPIs/OKRs) to measure the success of sales initiatives. Provide regular and comprehensive reports on sales activities, performance, and industry insights to senior management. Regularly review and adjust sales strategies based on performance metrics, providing accurate and timely sales forecasts to the executive team.

• Budget Management

Develop and manage the sales budget, ensuring efficient allocation of resources to achieve sales goals.

• Sales Process Optimization

Continuously assess and improve the sales process to enhance efficiency and effectiveness. Implement best practices for sales methodologies and tools. Utilize CRM systems and sales analytics tools to track sales performance and identify areas for improvement.

• Risk Management

Identify potential risks related to sales activities, contracts, and customer relationships.

• Collaboration with Other Departments

Work closely with the product team to understand and communicate customer needs and market demands. Collaborate with marketing to develop effective lead generation and promotional campaigns to ensure our value proposition is effectively communicated and aligned with customer needs.

• Team Leadership

Lead and manage the sales team, setting goals, and providing ongoing training and support to ensure a high‑performing sales team in achieving maximum performance and sales targets. Foster a positive and collaborative team culture.

What We Are Looking For

• Bachelor’s degree in Business, Marketing, or related field. MBA preferred.
• Proven track record of merchant acquisition in a leadership role.
• Strong understanding of various industries and market dynamics.
• Excellent negotiation, communication, and presentation skills.
• Ability to work in a fast‑paced environment and adapt to rapid changes.
• Willing to work from the office in Jakarta.

Technical Requirement

• Market Research and Data Analysis – Ability to use software tools for market analysis and identify new business opportunities. This involves gathering and interpreting data to understand market trends.
• CRM Expertise – Mastery of Customer Relationship Management software is crucial for tracking interactions with potential and existing merchants, as well as for sales forecasting.
• Financial Modeling – Understanding how to build and interpret financial models to evaluate the profitability of existing merchant.
• Contract Negotiation – Understanding of the legal aspects related to contracts and being skilled in the usage of contract management software.
• Pipeline Management – Ability to manage and analyze a sales pipeline effectively, using specialized software tools if necessary.
• Technical Product Knowledge – Understanding the technical aspects of the products or services being sold is crucial for effective pitching and problem‑solving.
• KPI/OKR Monitoring – Knowing how to set, monitor, and interpret Key Performance Indicators related to sales and new merchant acquisition.
• Presentation Software – Skilled in creating and delivering presentations using software like PowerPoint or Keynote, often required for sales pitches to potential merchants.
• API Understanding – Basic knowledge of APIs can be beneficial if your product or service requires technical integration with the merchant’s systems.

Soft Skill Requirement

Given the dynamic nature of the Hunter role, this AVP of Enterprise Sales must be agile, proactive, and have a keen sense of opportunities in various industries.

• Proactive Attitude – The ability to take the initiative in finding new merchant opportunities without waiting for direction.
• Persuasiveness – Convincing potential merchants to engage with your services or products is crucial. A persuasive manner can make a significant difference in the acquisition process.
• Resilience and Tenacity – Rejection is part and parcel of a hunter’s role. The ability to remain positive and focused despite setbacks is vital for long‑term success.
• Excellent Networking Skills – Building and maintaining a strong professional network is important for identifying and capitalizing on new business opportunities.
• Strong Closing Abilities – Once a potential merchant has been identified and engaged, the ability to close the deal effectively is crucial. This skill is particularly valuable in a hunter role where acquisition is the primary objective.
• Analytical Mindset – The ability to analyze market trends, consumer behavior, and competition is important for targeting the right merchants effectively.
• Quick Decision‑making – In the fast‑paced environment of new merchant acquisition, quick and effective decision‑making skills can be a game‑changer.
• Emotional Intelligence – Understanding the emotional needs and motivations of both team members and potential clients can greatly assist in negotiation and relationship‑building processes.
• Competitiveness – An inherent drive to outperform targets and competitors can be a strong motivator in a hunter role.
• Time Management – Balancing multiple prospects and sales cycles is a challenging aspect of any hunter role. Efficient time management can significantly boost productivity and success rates.

Language Requirement

• English – Proficiency in written and spoken English is mandatory for global interactions and documentation.
• Bahasa Indonesia – Proficiency in Bahasa Indonesia is required for local interactions and market understanding.
• Other languages will be point plus.

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