Business Development Manager – Indonesia

MatchaTalent; Surabaya ꦱꦸꦫꦧꦪ; Remote; IDR 1,074,499,000 - 1,790,831,000; Full time

Job summary

MatchaTalent is seeking a seasoned Business Development Manager to lead enterprise sales across Indonesia and the SEA region. You will drive end-to-end B2B cycles, engage with C-level stakeholders, and present AI-powered SaaS solutions aligned to client needs.

The role requires 7–12 years in enterprise SaaS sales, strong negotiation skills, and the ability to work remotely from Indonesia. A wide network and deep market knowledge are highly valued.

Qualifications

• 7–12 years of B2B sales or business development experience in enterprise SaaS.
• Proven experience managing enterprise sales cycles of six months or longer with deals ≥ USD 100,000.
• Experience selling enterprise software such as HRS, CDP, SFA, DMS or similar solutions.
• Fluent in Bahasa Indonesia and English.
• Strong network with C-level decision-makers.
• Ability to work independently in a remote environment.

Responsibilities

• Develop and execute business development strategies targeting enterprise clients in Indonesia and SEA.
• Identify, research, and prioritize high-potential enterprise accounts through outbound and inbound strategies.
• Manage end-to-end enterprise sales cycle from prospecting to closing.
• Build and maintain relationships with mid-to-senior and C-level stakeholders.
• Position AI-powered SaaS solutions based on client needs and market dynamics.
• Coordinate with Product, CS, Marketing, and Pre-Sales for delivery and satisfaction.

Skills

Enterprise sales

Stakeholder management

Consultative selling

Negotiation

Account development

Education

Bachelor's degree

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.