Business Development Manager

BukuWarung; Jakarta Selatan; On-site; IDR 180,000,000 - 320,000,000; Full time

Job summary

BukuWarung is seeking a Business Development Manager to lead strategic partner acquisition, relationship management, and revenue-driven collaborations for its fintech business in Indonesia.

The role focuses on identifying, negotiating, launching, and growing partnerships with banks, e-wallets, payment gateways, merchants, platforms, and financial institutions to drive measurable business outcomes.

Responsibilities

• Develop and execute the company's partnership strategy aligned with Indonesia growth.
• Identify, evaluate, and prioritize partnership opportunities across fintech, banking, and payments.
• Build a strong pipeline of strategic partners driving customer acquisition and revenue growth.
• Coordinate market mapping and competitor analysis to spot high-value collaboration opportunities.

Job description

Role Overview

We are seeking a highly driven and commercially minded Business Development Manager to lead strategic partner acquisition, relationship management, and revenue-driving collaborations for our fintech business in Indonesia. This role will be responsible for identifying, negotiating, launching, and growing partnerships with banks, e-wallets, payment gateways, merchants, platforms, financial institutions, and other ecosystem players.

The ideal candidate has strong business development experience in fintech, payments, lending, banking, or digital platforms , understands the Indonesian market, and can turn strategic opportunities into measurable business outcomes.

Key Responsibilities

Partnership Strategy & Business Development

• Develop and execute the company's partnership strategy aligned with business growth objectives in Indonesia.
• Identify, evaluate, and prioritize new partnership opportunities across fintech, banking, payments, digital commerce, telco, and platform ecosystems.
• Build a strong pipeline of strategic partners that can drive customer acquisition, product distribution, revenue growth, or ecosystem expansion.
• Conduct market mapping and competitor analysis to identify high-value collaboration opportunities.

Partner Acquisition & Negotiation

• Lead end-to-end partnership discussions, including outreach, pitching, commercial structuring, negotiation, and contract finalization.
• Create partnership proposals, business cases, and commercial models tailored to each partner.
• Negotiate win-win partnership terms, including commercial agreements, service levels, marketing commitments, and joint go-to-market plans.
• Work closely with legal, compliance, risk, and finance teams to ensure agreements meet regulatory and internal requirements.

Partner Management & Growth

• Own and manage relationships with key strategic partners to ensure strong engagement and long-term value creation.
• Monitor partner performance and identify opportunities to improve volume, conversion, revenue, and customer experience.
• Drive joint business planning, quarterly business reviews, and partner growth initiatives.
• Resolve operational or commercial issues proactively to maintain strong partner satisfaction.

Cross-Functional Collaboration

• Collaborate with product, operations, marketing, risk, compliance, and technology teams to ensure smooth partnership onboarding and implementation.
• Coordinate internal stakeholders to launch new partnerships on time and within scope.
• Support product localization and partner integration discussions where relevant.
• Partner with marketing teams on co-branded campaigns, launches, and promotional programs.

Reporting & Performance Management

• Define partnership KPIs and track performance against targets.
• Prepare regular updates on pipeline status, deal progress, partner performance, and revenue contribution.
• Use data and insights to optimize existing partnerships and support future strategy decisions.
• Ensure all partnership activities comply with applicable Indonesian financial regulations and internal governance standards.