Enterprise Sales & Key Accounts Lead

BukuWarung; Cilandak Timur; On-site; IDR 446,400,000 - 892,800,000; Full time

Job summary

BukuWarung is scaling fast into enterprise & multi-outlet merchants across F&B, retail, and services. We are looking for a Head of Key Account Manager who can build and lead the enterprise sales function from the top: designing the strategy, managing a high-performing team, and owning the P&L impact of BukuWarung's most strategic accounts.

7+ years in Key Account Management or Enterprise Sales, with 2–3 years in people leadership, and a proven track record of growing large accounts.

Qualifications

• 7+ years in Key Account Management, Enterprise Sales, or B2B, with 2–3 years in a people management role.
• Proven track record growing enterprise or multi-outlet accounts with revenue impact.
• Deep commercial acumen: pricing, deal structuring, MDR, margins and P&L ownership.
• Experience building or scaling a sales function, including hiring and playbooks.
• Strong executive presence for presenting to C-suite stakeholders.
• Fluent Bahasa Indonesia and English; strong written/verbal communication.
• Experience in fintech, QRIS, digital payments, or POS solutions.

Responsibilities

• Lead, coach, and scale a team of Key Account Managers with clear performance standards.
• Define team structure, hiring roadmap, and career frameworks for KAM.
• Mentor on deal structuring, account strategy, and stakeholder management.
• Act as executive sponsor on strategic accounts and align with C-suite.
• Own enterprise revenue targets and build BukuPay go-to-market strategy.
• Develop pricing frameworks and commercial structures for multi-outlet merchants.
• Maintain an enterprise pipeline with visibility on stages, risks, and conversions.
• Drive large-scale outlet activation through HQ and regional execution.

Skills

Key Account Mgmt

Enterprise Sales

Team Leadership

Pricing Strategy

P&L Ownership

C-suite Negotiation

Cross-functional

Job description

BukuWarung is scaling fast into enterprise & multi-outlet merchants across F&B, retail, and services. We are looking for a Head of Key Account Manager who can build and lead the enterprise sales function from the top: designing the strategy, managing a high-performing team, and owning the P&L impact of BukuWarung's most strategic accounts.

7+ years in Key Account Management or Enterprise Sales, with 2–3 years in people leadership, and a proven track record of growing large accounts.