Business Development Manager (Enterprise Accounts)

Shopback-2; Jakarta Pusat; On-site; IDR 669,600,000 - 1,004,400,000; Full time

Job summary

ShopBack Group, Asia-Pacific’s leading shopping rewards and payments platform, is seeking an ambitious Enterprise Business Development professional in Jakarta to own partnerships and close high-value deals. You will manage a portfolio of merchants, navigate complex sales cycles, and work with Product and Integration teams to tailor solutions, while driving growth across the region.

If you thrive in a fast-paced startup environment, bring 4+ years in BD or AM, strong negotiation, and a

Qualifications

• 4+ years in business development or account management in tech/payments.
• Proven track record of closing high-value enterprise deals.
• Strong negotiation and stakeholder management skills.
• Ability to map partnerships and growth opportunities.
• Experience with data-driven decision making.
• Comfort with AI-enabled workflow improvements.

Responsibilities

• Identify and engage enterprise merchants to build a strong pipeline.
• Lead complex, multi-stakeholder sales cycles.
• Grow and retain key accounts with revenue expansion.
• Build trusted partnerships and conduct regular business reviews.
• Collaborate with Product and Marketing to tailor solutions.
• Drive cross-functional impact across teams.

Skills

Enterprise partnerships

Negotiation

Stakeholder management

Sales cycle ownership

Data-driven insights

AI competency

Job description

Our Journey

The ShopBack Group is Asia-Pacific’s leading shopping, rewards, and payments platform, serving over 20 million active members across 13 markets. In 2025, the Group continued its global growth with its expansion into North America. Driven by the vision to make every day more rewarding, ShopBack is dedicated to saving members money and time, and delivering delight every day. The platform also enables merchants and brands to engage with their members in a cost-effective manner. Founded in 2014, ShopBack now powers over US$5.5 billion in annual sales for over 20,000 online and in-store partners, and has rewarded shoppers with more than US$900 million (over S$1 billion) in Cashback to date. Through its innovative offerings, ShopBack continues to create value for both members and merchants. Notably, its payment solution, ShopBack Pay, offers members a convenient and rewarding payment option at checkout.

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

• Own and drive enterprise growth: Identify, engage, and close high-value enterprise partnerships, building a strong pipeline of strategic merchants
• Lead complex sales cycles: Navigate multi-stakeholder environments, influence key decision-makers, and structure win-win commercial deals
• Grow and retain key accounts: Manage a portfolio of enterprise partners, driving consistent revenue growth and long-term value
• Build trusted partnerships: Conduct regular business reviews, uncover growth opportunities, and position ShopBack as a strategic partner to your merchants
• Champion merchant success: Deeply understand merchant goals and ensure they are set up for success on ShopBack from onboarding through to scale
• Shape product and solutions: Work closely with Product and Integration teams to address feature gaps and tailor solutions to enterprise needs
• Drive cross-functional impact: Collaborate with Marketing and other internal teams to unlock growth opportunities for both merchants and ShopBack.

Essentials to Succeed

• Minimum 4 years of experience in Business Development or Account Management, preferably in tech, payments, or platform businesses
• Proven track record of closing and growing enterprise-level partnerships, with the ability to manage complex deal cycles
• Strong commercial acumen and negotiation skills, with confidence engaging senior stakeholders and decision-makers
• Passion for working across a diverse portfolio of enterprise accounts and gaining exposure to different facets of the payments ecosystem
• A resilient problem-solver who is comfortable navigating ambiguity and overcoming challenges
• Excellent interpersonal and communication skills, with the ability to influence and build trust
• Strong analytical thinking and ability to translate data into actionable insights
• A self-starter with a high level of ownership and a “can’t-is-not-an-option” mindset
• Ability to thrive in a fast-paced environment, managing multiple priorities with precision and attention to detail
• Motivated to be part of building and scaling a high-growth business in a startup environment
• Excited to make a meaningful commercial impact as part of a growing regional team
• 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.