Merchant Acquisition Lead

Grab; Jakarta Pusat; On-site; IDR 1,080,886,000 - 2,161,773,000; Full time

Benefits offered by this job

Term Life Insurance

Medical Insurance

GrabFlex benefits

Parental leave

Birthday leave

LASA volunteering leave

Grabber Assistance Programme

Flexible work hours

Job summary

Grab is seeking a strategic Merchant Acquisition Lead to shape our growth in Jakarta, Indonesia. You will lead the merchant acquisition strategy, recruit and manage a high-performing team, and establish strong partnerships to expand our market presence across Southeast Asia.

You will identify, recruit, and onboard new merchants, negotiate favorable terms, and monitor KPIs to drive cost-effective growth while collaborating with Product, Operations, and Finance to optimize the merchant journey.

Qualifications

• 6+ years in merchant acquisition, business development, or sales leadership.
• Proven success acquiring and onboarding B2B merchants or partners.
• Experience leading sales or acquisition teams.
• Strong negotiation, relationship-building, and communication skills.
• Analytical and strategic thinker; data-driven growth mindset.
• Proficient in CRM, sales management, Microsoft Office, and BI tools.
• Project management skills; able to manage multiple initiatives.
• Knowledge of payments, fintech, or e-commerce preferred.
• Southeast Asian or emerging-market experience preferred.
• Fluent in English; Indonesian or other local languages a plus.

Responsibilities

• Develop and execute merchant acquisition strategies aligned with business goals in Indonesia and Southeast Asia.
• Lead and mentor acquisition specialists, setting targets and ensuring accountability.
• Identify high-potential merchants through market research and analysis.
• Negotiate mutually beneficial partnership agreements.
• Oversee onboarding to ensure a smooth merchant experience.
• Track KPIs, including acquisition costs, conversion rates, and merchant lifetime value.
• Build relationships with key merchant partners and serve as their primary contact.
• Collaborate with Product, Operations, and Finance to improve merchant support and acquisition processes.
• Report on performance, pipeline, market trends, and strategic recommendations to senior leadership.
• Implement process improvements to increase team efficiency and acquisition effectiveness.

Skills

Merchant acquisition

Business development

Sales leadership

Negotiation

Relationship-building

Data-driven growth

Strategic thinking

Communication

Team leadership

English fluency

Tools

CRM

Microsoft Office

BI tools

Job description

About Grab and Our Workplace

Grab is Southeast Asia's leading superapp. From getting your favourite meals delivered to helping you manage your finances and getting around town hassle-free, we've got your back with everything. In Grab, purpose gives us joy and habits build excellence, while harnessing the power of Technology and AI to deliver the mission of driving Southeast Asia forward by economically empowering everyone, with heart, hunger, honour, and humility.

Get to Know the Role

We are seeking a strategic and results-driven Merchant Acquisition Lead to join our organization in Jakarta, Indonesia. In this pivotal role, you will lead the merchant acquisition strategy and drive business growth by building and managing a high-performing team. You will be responsible for identifying, recruiting, and onboarding new merchants while establishing strong partnerships that expand our market presence across the region. This position offers the opportunity to shape our merchant ecosystem and make a significant impact on our organization's growth trajectory.

The Critical Tasks You Will Perform

• Develop and execute merchant acquisition strategies aligned with business goals and opportunities in Indonesia and Southeast Asia.
• Lead and mentor acquisition specialists, setting targets and ensuring accountability.
• Identify high‑potential merchants through market research and analysis.
• Negotiate mutually beneficial partnership agreements.
• Oversee onboarding to ensure a smooth merchant experience.
• Track KPIs, including acquisition costs, conversion rates, and merchant lifetime value.
• Build relationships with key merchant partners and serve as their primary contact.
• Collaborate with Product, Operations, and Finance to improve merchant support and acquisition processes.
• Report on performance, pipeline, market trends, and strategic recommendations to senior leadership.
• Implement process improvements to increase team efficiency and acquisition effectiveness.

What Essential Skills You Will Need

• 6+ years in merchant acquisition, business development, or sales leadership
• Proven success acquiring and onboarding B2B merchants or partners
• Experience leading sales or acquisition teams
• Strong negotiation, relationship‑building, and communication skills
• Analytical and strategic thinker, able to use data to drive growth
• Proficient in CRM, sales management, Microsoft Office, and BI tools
• Project management skills; able to manage multiple initiatives
• Knowledge of payments, fintech, or e‑commerce preferred
• Southeast Asian or emerging‑market experience preferred
• Fluent in English; Indonesian or other local languages a plus

Life at Grab

We care about your well‑being at Grab, here are some of the global benefits we offer:

• We have your back with Term Life Insurance and comprehensive Medical Insurance.
• With GrabFlex, create a benefits package that suits your needs and aspirations.
• Celebrate moments that matter in life with loved ones through Parental and Birthday leave, and give back to your communities through Love-all-Serve-all (LASA) volunteering leave
• We have a confidential Grabber Assistance Programme to guide and uplift you and your loved ones through life's challenges.
• Balancing personal commitments and life's demands are made easier with our FlexWork arrangements such as differentiated hours

What We Stand For at Grab

We are committed to building an inclusive and equitable workplace that enables diverse Grabbers to grow and perform at their best. As an equal opportunity employer, we consider all candidates fairly and equally regardless of nationality, ethnicity, religion, age, gender identity, sexual orientation, family commitments, physical and mental impairments or disabilities, and other attributes that make them unique.