Project Manager

HRWORK; Jakarta Pusat; On-site; IDR 350,000,000 - 750,000,000; Full time

Job summary

HRWORK is seeking a senior Business Development professional to lead the growth of its F&B SaaS offerings in Malaysia. You will target restaurant chains, build a robust sales pipeline, and drive revenue through end-to-end deal closure.

You will also shape GTM, pricing, and localization strategies in a dynamic cross-functional team. The role requires a proven hunter with 5+ years in B2B software sales, strong relationship-building skills, and the ability to operate across cross-cultural

Qualifications

• 5+ years of experience in B2B Business Development, Enterprise Sales, or related roles with proven market development in Indonesia.
• Strong understanding of Malaysian business environment with knowledge of F&B, SaaS, POS, Payment, ERP, CRM, or related enterprise digital solutions.
• Hunter mindset with ability to acquire new customers, build a pipeline, and close deals with limited marketing support.
• Proven ability to manage end-to-end sales processes from prospecting to contract signing.
• Excellent communication, negotiation, and consultative selling skills with stakeholders at various levels.
• Ownership, results orientation, and ability to coordinate across cross-country/cross-cultural teams.
• English as primary working language; Bahasa Malaysia/Malay and/or Chinese skills are a plus.
• Familiarity with CRM, pipeline management, and sales forecasting.

Responsibilities

• Lead the business development of F&B SaaS products in the Malaysia market and drive sales target achievement.
• Identify and acquire local and international restaurant chains in Malaysia, focusing on multi-outlet brands across segments.
• Independently manage the full sales cycle from lead generation to contract signing.
• Build and manage a healthy sales pipeline using CRM and forecast sales results.
• Develop a strong local partner ecosystem in Malaysia with payment providers, SIs, ISVs, channel partners, and vendors.
• Serve as the key commercial interface for Malaysia, collaborating with Pre-Sales, Product, R&D, Delivery, and Customer Success teams for successful implementations and upsell.
• Gather local insights and market trends to advise on product localization, pricing, and GTM strategy.

Skills

B2B Sales

Enterprise Sales

Solutions Selling

CRM

Go-to-Market

Market Development

Tools

CRM

Job description

• Lead the business development of the company’s F&B SaaS products and digital solutions in the Malaysia market, develop customer acquisition strategies, and drive sales target achievement.
• Proactively identify and acquire local and international restaurant chains in Malaysia, with a focus on multi-outlet brands across QSR, Coffee & Tea, Bakery, Casual Dining, Restaurant Groups, and related segments. Identify customer needs in areas such as POS, Ordering, Payment, Loyalty, Inventory, and store digitalization.
• Independently manage the full sales cycle, including lead generation, customer outreach, business meetings, needs analysis, product demonstrations, solution discussions, commercial negotiations, and contract signing.
• Build and continuously manage a healthy Sales Pipeline, using CRM to track opportunity stages, deal values, and sales forecasts, and take ownership of sales results.
• Build and maintain a strong local partner ecosystem in Malaysia, including payment providers, SIs, ISVs, channel partners, hardware vendors, industry associations, and other service providers, driving joint business development and channel partnerships.
• Act as the key commercial interface for the Malaysia market, working closely with Pre-Sales, Product, R&D, Delivery, and Customer Success teams to drive successful implementation of key projects and identify opportunities for upselling, outlet expansion, and group-level partnerships.
• Continuously gather local customer insights, competitive intelligence, and market trends to provide recommendations for product localization, pricing strategies, and Go-to-Market (GTM) strategies.

Requirements:

• 5+ years of experience in B2B Business Development, Enterprise Sales, Solution Sales, or related roles, with proven experience in market development in Indonesia.
• Strong understanding of the Malaysian business environment, with good knowledge of F&B, SaaS, POS, Payment, ERP, CRM, Retail Technology, or enterprise digital solutions. Experience in Restaurant SaaS / POS is highly preferred.
• Strong Hunter Mindset with proven ability to acquire new customers, independently identify prospects, build a sales pipeline, and drive deals to closure with limited Marketing Lead support.
• Proven sales track record with the ability to independently manage the entire sales process, from customer acquisition and needs analysis to solution selling, commercial negotiation, and contract signing.
• Strong customer communication, business negotiation, and consultative / solution-selling skills, with the ability to engage effectively with Business, IT, Finance, Procurement, Management, and C-level stakeholders.
• Strong ownership, results orientation, and self-motivation, with the ability to proactively coordinate resources and solve problems in a cross-country, cross-cultural, and cross-functional environment.
• English as the primary working language. Business communication skills in Bahasa Malaysia / Malay and/or Chinese are preferred. Chinese language skills will be an advantage when collaborating with the China headquarters and regional teams.
• Familiarity with CRM, Sales Pipeline Management, and Sales Forecasting, with strong awareness of sales process management.

Preferred Qualifications:

• Experience in B2B software sales, particularly POS, Restaurant SaaS, Payment, ERP, CRM, or related solutions.
• Existing network or proven customer relationships with restaurant chains, F&B brands, or restaurant groups in Indonesia.
• Proven track record of successfully developing a new market or new business from 0 to 1.
• Experience in Enterprise / Key Account Sales and engaging with C-level stakeholders.
• Experience in Payment, Food Delivery Platforms, Fintech, Telco SME, or Merchant Ecosystems.
• Experience with Chinese technology / SaaS companies or multinational technology companies expanding across Southeast Asia.
• Experience in both Direct Sales and Channel / Strategic Partnership Development.