Sales Lead – Partnerships (New Partner Acquisition)

BukuWarung; Jakarta Pusat; On-site; IDR 90,000,000 - 150,000,000; Full time

Job summary

BukuWarung is seeking a Sales Lead to hunter for Partnerships, sourcing, pitching, and closing new partners across PPOB and enterprise segments in Indonesia. After signing, partners are handed to Account Managers for onboarding and growth, while you coordinate their day-to-day priorities.

You will manage risk, terms, and procurement with Legal and Finance, travel monthly across Indonesia, and report pipeline health to the Head of BD & Partnerships.

Qualifications

• 5-8 years in B2B sales or business development
• Experience selling into enterprise, banking, or institutional accounts
• Comfortable being the primary hunter across two segments at once
• Willingness to travel across Indonesia (monthly)
• Fluent in Bahasa Indonesia and English

Responsibilities

• Source, pitch, and close new PPOB partners
• Build and convert the enterprise pipeline and target others
• Own risk due diligence coordination for enterprise targets
• Structure new partnership commercial agreements with Legal and Finance
• Hand off signed partners to Account Managers with onboarding brief
• Contribute input to the channel revenue target set by leadership
• Coordinate day-to-day priorities for two Account Managers
• Report new-partner pipeline health and forecast accuracy

Skills

Business development

Enterprise sales

B2B sales

Bahasa Indonesia & English

Job description

About Job

The Sales Lead is the hunter for the Partnerships function, responsible for sourcing, pitching, and closing new partners across both the PPOB channel and the enterprise segment (BPRs, large enterprise, super-partner accounts). Today that includes two enterprise deals already near-live, plus ongoing new-partner sourcing in both segments.

Once a partner is signed, this role hands the relationship to one of two Account Managers for onboarding, activation, and ongoing growth. This role does not carry day-to-day servicing of the existing merchant book that discipline belongs with the Account Managers.

The Sales Lead also coordinates the day-to-day work of the two Account Managers (a dotted-line relationship), while formal reporting for those roles sits with the Head of BD & Partnerships.

Responsibilities

• Source, pitch, and close new PPOB partners.

• Build and convert the enterprise pipeline and continue sourcing new BPR, large enterprise, and super-partner targets.

• Own Risk due diligence coordination for enterprise targets; translate Risk requirements into deal structuring and commercial terms.

• Structure new partnership commercial agreements in coordination with Legal and Finance.

• Hand off every signed partner to the appropriate Account Manager with a clean onboarding brief partner context, commercial terms, and early growth priorities.

• Contribute acquisition-side input to the channel revenue target, which is set jointly by the Head of Agent Business and the Head of BD & Partnerships.

• Coordinate day-to-day priorities for the two Account Managers, ensuring a smooth handover process and consistent standards across the merchant portfolio.

• Report new-partner pipeline health and forecast accuracy to the Head of BD & Partnerships.

Responsibilities

• 5-8 years in B2B sales or business development, ideally in payments, fintech, or financial services, with a track record of personally sourcing and closing new accounts (not just managing an inherited book).

• Demonstrated experience selling into enterprise, banking, or BPR-type institutional accounts longer cycles, formal procurement, multiple stakeholders.

• Comfortable being the primary hunter across two segments at once, without a dedicated junior sales support function.

• Understanding of QRIS, EDC/agent banking, or similar merchant acquiring/payments infrastructure preferred.

• Experience working with Risk and Legal on due diligence and deal structuring for institutional partners.

• Strong stakeholder management; able to hand off cleanly to an execution-focused Account Manager rather than holding onto accounts.

• Comfortable coordinating day-to-day priorities for two Account Managers in a dotted-line capacity, while formal management sits elsewhere.

• Willingness to travel across Indonesia (at least once a month).

• Fluent in Bahasa Indonesia and English.