BD Merchant Acquisition Specialist

Finture; Jakarta Selatan; On-site; IDR 180,000,000 - 360,000,000; Full time

Job summary

Finture is seeking a BD Merchant Acquisition Specialist in Indonesia to grow our merchant network across industries including F&B, retail, and lifestyle. You will map target groups, engage senior decision-makers, and structure mutually beneficial partnerships that scale across multi-outlet groups.

In this high-touch, relationship-driven role, you will own the end-to-end deal cycle from prospecting to launch, with a focus on multi-brand and group-level agreements.

Qualifications

• Strong communication and negotiation skills; working proficiency in English. Mandarin Chinese is a plus but not required.
• Proven 1–3 years in Sales, Business Development, Merchant Acquisition, Partnerships, or Key Account Management in a B2B environment.
• A track record of closing partnerships with large or multi-outlet merchants, ideally at group or brand HQ level.
• Strong commercial instincts: ability to structure deals that work for both sides and defend them in negotiation.
• Comfortable engaging senior stakeholders and navigating multi-layered decision-making inside large organizations.
• Ability to work independently, source pipeline, and operate with urgency in a fast-moving environment.
• Existing network of merchant groups, brand owners, or franchise operators in Indonesia is highly preferred.

Responsibilities

• Identify, prioritize, and approach strategic merchant targets across multiple consumer categories in Indonesia.
• Build relationships with senior decision-makers: owners, founders, C-level executives, and heads of Marketing, Operations, Commercial, and Business Development.
• Develop category-level acquisition plans, mapping the landscape in each vertical.
• Generate leads, open doors, and secure meetings with priority accounts through network and referrals.
• Present partnership propositions and negotiate terms at group level, not single outlets.
• Manage full deal cycle end to end: prospecting → pitch → negotiation → contract signing → onboarding → launch.
• Prioritize multi-outlet, multi-brand, and chain merchants to unlock scale and expand group relationships over time.
• Collaborate with Operations, Marketing, Product, Finance, and Legal to ensure smooth onboarding and go-live.
• Track pipeline, forecast, and report acquisition performance against KPIs.

Skills

Communication skills

Negotiation

English proficiency

B2B sales experience

Merchant acquisition

Partnerships/KAM experience

Senior stakeholder engagement

Self-sourced pipeline

Networking with merchant groups

Job description

About the Role

We are looking for a BD Merchant Acquisition Specialist to grow and strengthen our strategic partnership and merchant network in Indonesia, with a focus on building strategic collaborations with major business groups, national brands, and multiple merchant category leaders across multiple industries — including F&B, retail, fashion and lifestyle, beauty and personal care, health and wellness, entertainment, travel, and other consumer-facing sectors. This is a high-touch, relationship-driven role. You will be engaging with large conglomerates, multi-brand groups, and franchise operators whose decisions are made at a senior level and often span dozens or hundreds of outlets. The ideal candidate is a proactive B2B dealmaker who can map out target groups, reach the right decision‑makers, structure commercially sound partnerships, close deals, and see them through to a successful launch.

What will you do

• Identify, prioritize, and approach strategic merchant targets across multiple consumer categories in Indonesia — from large business groups and conglomerates to leading single-category brands.
• Build and own relationships with senior decision‑makers: owners, founders, C-level executives, and heads of Marketing, Operations, Commercial, and Business Development.
• Develop category‑level acquisition plans, mapping the competitive and partnership landscape in each vertical you cover.
• Generate leads, open doors, and secure meetings with priority accounts, including via your own network and referrals.
• Present the partnership proposition and negotiate commercial terms, taking into account group-level economics rather than single‑outlet deals.
• Manage the full deal cycle end to end: prospecting → pitch → negotiation → contract signing → onboarding → launch.
• Prioritize acquisition of multi‑outlet, multi‑brand, and chain merchants where a single agreement unlocks scale.
• Grow existing group relationships over time by expanding into additional brands, outlets, and categories under the same parent group.
• Work closely with internal teams (Operations, Marketing, Product, Finance, Legal) to ensure smooth onboarding and a strong go-live.
• Track pipeline, forecast accurately, and report on acquisition performance against KPI targets.

What you will need to have

• Strong communication and negotiation skills; working proficiency in English. Mandarin Chinese is a plus but not required.
• Proven experience 1-3 years in Sales, Business Development, Merchant Acquisition, Partnerships, or Key Account Management in a B2B environment.
• A track record of closing partnerships with large or multi‑outlet merchants, ideally at group or brand-HQ level rather than individual store level.
• Strong commercial instincts: able to structure deals that work for both sides and defend them in negotiation.
• Comfortable engaging senior stakeholders and navigating multi‑layered decision‑making inside large organizations.
• Ability to work independently, self‑source pipeline, and operate with urgency in a fast‑moving environment.
• An existing network of merchant groups, brand owners, or franchise operators in Indonesia is highly preferred — across any consumer category, not limited to F&B.

Preferred backgrounds

• Marketplace, e-commerce, or O2O platforms (e.g., GoTo/Gojek, Grab, Shopee, Tokopedia, Traveloka, Lazada, TikTok Shop).
• Payments, POS, e-wallet, or SaaS providers serving multi‑outlet merchants.
• Retail, FMCG, lifestyle, or hospitality groups in a Business Development, Partnerships, or Commercial role.
• Media, loyalty, or advertising partnerships roles with large‑brand account exposure.
• Management consulting or corporate development backgrounds with strong commercial execution experience.