Regional Sales Manager

Fuku by Momofuku; Jakarta Pusat; On-site; IDR 600,000,000 - 900,000,000; Full time

Job summary

Fuku by Momofuku is seeking a Regional Sales Manager for Indonesia to own annual sales targets and drive revenue across banking, digital finance, payments, and telecommunications sectors. You will sell enterprise risk decisioning and anti-fraud software, manage end-to-end contract life cycles, and expand accounts with additional modules.

The role requires 6–10 years of B2B sales experience, strong Mandarin and English, and a proven track record in software sales to financial services.

Qualifications

• 6–10 years B2B sales with quota ownership.
• Based in Jakarta with legal authorization to work in Indonesia.
• Fluent in Mandarin Chinese with business-level English.
• Experience selling software to financial services industry.
• Bachelor's degree or above.
• Experience managing complex B2B sales with long cycles, tenders, and POC-led deals.
• Excellent consultative selling and executive communication skills.
• Proficiency in pipeline management, sales forecasting, and CRM tools.

Responsibilities

• Own annual and quarterly sales targets for Indonesia across sectors.
• Lead end-to-end sales process from discovery to renewal and expansion.
• Develop account strategies for banks, digital lenders, fintechs, and telcos.
• Build and maintain a robust sales pipeline with MEDDIC or similar.
• Engage senior stakeholders and translate challenges into value propositions.
• Drive product adoption and expand module usage within accounts.
• Coordinate with Presales, Delivery, and Customer Success to ensure customer outcomes.

Skills

B2B sales

Mandarin Chinese

English proficiency

Software in financial services

CRM tools

Executive communication

Forecasting

Deal negotiations

Education

Bachelor's degree

Job description

ROLE OVERVIEW

We are seeking for a Regional Sales Manager for Indonesia. The successful candidate will:

• Independently own annual sales and collection targets across banking, digital finance, payments, consumer finance, e-commerce, and telecommunications sectors.
• Sell enterprise risk decisioning and anti-fraud software through multiple commercial models, including software licensing, API usage, and Agent-based offerings.
• Acquire leading local customers and expand existing accounts by introducing additional product modules.
• Coordinate with presales, delivery, customer success, and ecosystem partners to manage the full commercial lifecycle, from contract signing through renewal and expansion.

KEY RESPONSIBILITIES

• Take ownership of annual and quarterly sales targets for assigned accounts in Indonesia, including new ARR, API usage revenue, and collections, with accountability for quota attainment and forecast accuracy.
• Manage the end-to-end Lead-to-Cash process, driving contract signing, invoicing, and timely payment collection.
• Develop account strategies and a Target Account List covering leading banks, digital banks, P2P lenders, fintech companies, licensed payment service providers (PJP), consumer finance companies, e-commerce platforms, and telecommunications operators.
• Build and maintain a healthy sales pipeline, manage opportunity stages using MEDDIC or similar methodology, and provide rolling sales forecasts.
• Proactively prospect and build relationships with senior customer stakeholders, including presidents and board directors, heads of risk, credit and fraud management, CIOs/CTOs, and compliance leaders.
• Use a consultative sales approach to understand customer challenges in fraud prevention, credit decisioning, anti-money laundering, AI adoption, and AI governance, translating needs into compelling product value propositions.
• Develop plans to expand product adoption within existing accounts, growing customers from single product to three to five modules to improve customer lifetime value (LTV) and net revenue retention (NRR).
• Partner with Customer Success to ensure successful implementation and renewals, turning customer outcomes into reference cases and referrals.
• Lead RFI/RFP responses and coordinate with presales solution consultants on solution design, product demonstrations, POCs/trials, and value validation including ROI assessments.
• Lead negotiations on pricing, discounts, and commercial terms, balancing deal velocity, gross margin, and contractual risk to close deals.
• Develop and manage local channel and ecosystem partners, including system integrators (SIs), cloud providers, and consulting firms to expand customer reach.
• Represent company at industry exhibitions, association events, and customer activities to strengthen brand and professional reputation in Indonesia's risk decisioning market.
• Monitor regulatory developments from OJK (Indonesia's Financial Services Authority) and Bank Indonesia, as well as the local competitive landscape including FICO, SAS, Experian, Equifax, and Pega.
• Provide market and competitive analysis, and share customer needs and competitive intelligence with Product and Marketing teams.
• Coordinate with Delivery, Legal, Finance, and other internal teams to ensure a positive customer experience.

Role requirements

• 6-10 years B2B sales experience with direct ownership of sales quotas and demonstrable track record of exceeding targets
• Based in Jakarta, Indonesia with legal authorization to work in Indonesia
• Fluent in Mandarin Chinese with business-level English proficiency
• Experience selling software to financial services industry
• Bachelor's degree or above
• Experience managing complex B2B sales with long sales cycles, tender processes, and POC-led deal conversion
• Excellent consultative selling and executive communication skills with ability to engage C-level executives
• Proficiency in pipeline management, sales forecasting, and CRM tools