Business Development Manager – Indonesia

MatchaTalent; Jakarta Pusat; Remote; IDR 1,074,499,000 - 2,148,997,000; Full time

Job summary

MatchaTalent, a fast-growing technology company, seeks an experienced Business Development Manager to lead enterprise sales across Indonesia and the SEA region. You will identify strategic accounts, run end-to-end deals, and build long-term partnerships with senior stakeholders in large organizations.

Based in Jakarta and able to work remotely, you will collaborate with Product, Marketing, and Customer Success to tailor AI-powered SaaS solutions, manage complex sales cycles, and drive sustained

Qualifications

• Bachelor’s degree in Business, Marketing, Management, or tech-related field.
• 7–12 years in B2B sales or business development, enterprise SaaS.
• Proven track record with six-month+ enterprise cycles and USD 100k+ deals.
• Experience selling to senior and C-level stakeholders.
• Strong network in Indonesian enterprise market.
• Fluent in Bahasa Indonesia and English.

Responsibilities

• Develop and execute strategies targeting enterprise clients across Indonesia and SEA.
• Identify, research, and prioritize high-potential enterprise accounts via outbound and inbound.
• Manage end-to-end sales cycle from prospecting to closing, including demos and proposals.
• Build and maintain relationships with mid-to-senior and C-level stakeholders.
• Position AI-powered SaaS solutions based on client needs and market dynamics.
• Lead consultative conversations and customize proposals and materials.
• Coordinate with Product, CS, Marketing, and Pre-Sales to ensure delivery and success.
• Maintain pipeline, provide visibility on forecasts and key activities.
• Develop long-term client relationships through follow-ups and value creation.
• Identify new market opportunities and support expansion strategy in Indonesia.

Skills

B2B sales

Enterprise SaaS

C-level engagement

Relationship building

Negotiation

Lead qualification

Remote work independence

Bilingual English Indonesian

Education

Bachelor's degree

MBA or postgraduate (advantage)

Job description

The candidate is required to work remote while being based in Jakarta, Indonesia.

Client Overview

Our client is a fast-growing technology company specializing in enterprise SaaS and AI-powered sales solutions for organizations across Southeast Asia.

The company works with multinational and enterprise clients, helping organizations improve sales effectiveness through technology, data, automation, and AI-driven solutions. The role provides exposure to senior decision-makers, global brands, and strategic enterprise accounts across Indonesia and the wider SEA region.

As part of its regional expansion, the company is looking for an experienced Business Development Manager to lead enterprise sales initiatives in Indonesia and develop long-term relationships with strategic clients.

Job Role

The Business Development Manager will be responsible for driving enterprise business development and managing the complete B2B sales cycle across Indonesia.

The role involves identifying and prioritizing strategic accounts, conducting consultative sales discussions, presenting AI-led SaaS solutions, managing complex negotiations, and converting qualified opportunities into long-term enterprise partnerships.

The ideal candidate is commercially driven, highly independent, and experienced in managing long sales cycles with senior and C-level stakeholders. Strong understanding of enterprise SaaS, technology platforms, and complex B2B sales environments is highly preferred.

Key Responsibilities

• Develop and execute business development strategies targeting enterprise clients across Indonesia and the SEA region.
• Identify, research, and prioritize high-potential enterprise accounts through outbound and inbound sales strategies.
• Manage the end-to-end enterprise sales cycle from prospecting, lead qualification, product demonstrations, and proposal development through negotiation and closing.
• Build and maintain strong relationships with mid-to-senior and C-level stakeholders.
• Understand client business challenges and position relevant AI-powered SaaS solutions based on their operational and commercial needs.
• Conduct consultative sales conversations and customize proposals and presentation materials based on local market dynamics.
• Manage complex sales cycles, including opportunities requiring six months or longer to close.
• Coordinate with Product, Customer Success, Marketing, and Pre-Sales teams to ensure smooth solution delivery and client satisfaction.
• Maintain a healthy sales pipeline and ensure accurate CRM management and opportunity tracking.
• Provide regular visibility on pipeline development, deal progress, forecasts, and key account activities.
• Develop long-term client relationships through structured follow-ups, business insights, and continuous value creation.
• Identify new market opportunities and contribute to the company's expansion strategy in Indonesia.
• Represent the company at relevant industry events, business meetings, and enterprise networking activities when required.

Candidate Requirements

• Bachelor’s Degree in Business, Marketing, Management, Technology, or a related field; degree from a Tier 1 university is preferred.
• Minimum 7–12 years of experience in B2B Sales or Business Development, preferably within enterprise SaaS, technology platforms, or complex digital products.
• Proven experience managing enterprise sales cycles of six months or longer with deal values of USD 100,000 or above.
• Strong track record of owning the complete sales process from prospecting through negotiation and closing.
• Prior experience selling enterprise software such as HRS, CDP, SFA, DMS, or similar solutions is preferred.
• Strong understanding of the Indonesian enterprise market and ability to navigate local business culture and multinational environments.
• Experience selling to CPG, FMCG, retail, or other large enterprise sectors is an advantage.
• Strong network and proven ability to engage senior and C-level decision-makers.
• Strong business acumen, consultative selling skills, negotiation capabilities, and commercial awareness.
• Familiarity with AI-powered sales tools, agentic AI, or SaaS platforms with embedded AI features is an advantage.
• Fluent in Bahasa Indonesia and English, both written and spoken.
• Strong communication, presentation, relationship-building, and stakeholder management skills.
• Highly self-motivated, disciplined, and comfortable working independently in a remote environment.
• MBA or relevant postgraduate qualification is an advantage.
• Strong ownership mindset with the ability to manage complex enterprise opportunities and long sales cycles.