Sales Leader - Indonesia

Giift; Jakarta Pusat; On-site; IDR 450,000,000 - 800,000,000; Full time

Job summary

Xoxoday Indonesia is seeking a Sales Leader to drive enterprise SaaS growth across Indonesia. You will own the full sales cycle, from prospecting to close, and build a repeatable market-entry approach with strategic partnerships and a strong local sales presence.

You will engage CHROs, CMOs, and other decision-makers, lead discovery, deliver tailored proposals, manage RFPs, and close high-value deals while coaching the local team as the business scales in the region.

Qualifications

• 8-12+ years of B2B sales experience in enterprise SaaS or technology in Indonesia.
• Proven success meeting revenue targets and acquiring enterprise customers.
• Experience managing complex, multi-stakeholder sales cycles (procurement, legal, tech).
• Strong understanding of the Indonesian market and enterprise buying processes.
• Established network among enterprise decision-makers in HR, marketing, loyalty, or digital business.
• Experience building business cases, responding to RFPs, negotiating contracts, and closing enterprise deals.
• Fluency in Bahasa Indonesia and English.
• Willingness to travel within Indonesia and Southeast Asia.

Responsibilities

• Own Indonesia country sales strategy and revenue targets.
• Acquire enterprise customers through direct outreach, referrals, events, and partnerships.
• Lead consultative selling across Empuls, Amara, Loyalife, and Plum portfolios.
• Develop partner relationships and co-selling opportunities.
• Manage pipeline, forecasts, and deal progression with CRM discipline.
• Coordinate with cross-functional teams to ensure smooth handover after closure.

Skills

Enterprise SaaS sales

B2B sales

Strategic partnerships

Forecasting

Leadership

CRM discipline

Job description

Xoxoday helps businesses strengthen relationships with employees, customers, and channel partners through rewards, recognition, engagement, and loyalty solutions. Our portfolio includes Empuls for employee engagement and recognition, Amara for continuous employee listening, Loyalife for customer loyalty, and Plum for rewards and gifting.

We are looking for a Sales Leader to grow our business in Indonesia by acquiring enterprise customers, developing strategic partnerships, and building a strong local sales presence.

Role Overview

This is a hands-on sales leadership role with direct responsibility for revenue growth in Indonesia. You will own the sales cycle—from identifying opportunities and engaging decision-makers to negotiating commercials and closing contracts.

The role requires a strong enterprise sales professional who can personally win business while developing a repeatable approach to market expansion. You should be comfortable engaging HR leaders on employee experience, marketing leaders on customer loyalty, and procurement, finance, and technology teams on enterprise buying requirements.

Key Responsibilities

1. Country Sales Strategy and Revenue Ownership

• Develop and execute the sales plan for Indonesia, with clear quarterly and annual revenue targets.
• Identify priority industries, customer segments, and accounts for each product.
• Own new customer acquisition, subscription revenue, and relevant rewards transaction targets.
• Build sufficient qualified pipeline to support consistent target achievement.
• Balance near-term closures with strategic enterprise opportunities that require longer sales cycles.
• Track market developments, competitive offerings, and customer requirements to sharpen positioning and improve win rates.

2. Enterprise Customer Acquisition

• Identify and engage mid-market and enterprise prospects through direct outreach, referrals, networking, events, and partner introductions.
• Build relationships with CHROs, HR Directors, Heads of Total Rewards, Employee Experience leaders, CMOs, Loyalty Heads, and other relevant decision-makers.
• Lead discovery meetings to understand business priorities, current processes, buying criteria, budgets, and timelines.
• Work with solution specialists to deliver relevant demonstrations and proposals.
• Develop business cases that connect our solutions to measurable customer outcomes.
• Manage RFPs, commercial negotiations, procurement processes, and contract closure.
• Build relationships across multiple stakeholders within each account to maintain deal momentum.

3. Consultative Selling Across the Portfolio

• Position Empuls for employee recognition, rewards, engagement, and employee experience.
• Position Amara for continuous employee listening, actionable feedback, and employee sentiment insights.
• Position Loyalife for customer loyalty, retention, and engagement programs.
• Position Plum for digital rewards, corporate gifting, incentives, and reward distribution.
• Identify cross-sell opportunities based on customer needs and coordinate with the relevant product and account teams.
• Ensure proposed solutions and commitments are aligned with approved product capabilities and delivery scope.

4. Partnerships and Market Development

• Build relationships with HR technology providers, consultants, systems integrators, industry associations, and relevant channel partners.
• Work with the alliances team to identify, onboard, and activate partners.
• Develop joint account plans, enablement sessions, and co-selling opportunities.
• Evaluate partner effectiveness through qualified opportunities, pipeline contribution, and closed revenue.
• Represent Xoxoday at industry events, leadership roundtables, webinars, and customer meetings.
• Collaborate with marketing on locally relevant campaigns and executive engagement programs.

5. Pipeline Management and Forecasting

• Maintain accurate and current CRM records, including deal stage, value, stakeholders, next steps, and expected closure dates.
• Run disciplined weekly pipeline reviews and provide realistic monthly and quarterly forecasts.
• Identify deal risks early and create clear action plans to address them.
• Improve conversion rates through effective qualification, follow-up, and account planning.
• Share structured feedback on win/loss reasons, pricing objections, and competitive positioning.

6. Customer and Internal Collaboration

• Coordinate with presales, product, finance, legal, implementation, and customer success teams throughout the sales process.
• Ensure a clear handover after closure, covering agreed scope, timelines, stakeholders, and customer expectations.
• Support strategic customer relationships and work with account owners on expansion opportunities.
• Assist with commercial escalations and payment follow-up where sales involvement is required.
• Bring local customer insights to regional teams to inform product and go-to-market decisions.
• Help build and develop the Indonesia sales team as the business scales.
• Coach sales and business development colleagues on prospecting, discovery, negotiation, and closing.
• Establish clear goals, account ownership, and performance expectations.
• Build a culture of accountability, collaboration, and disciplined execution.
• Lead by example through personal customer engagement and direct deal ownership.

Required Experience and Qualifications

• 8-12+ years of B2B sales experience, including substantial experience selling enterprise SaaS or technology solutions in Indonesia.
• Demonstrated success in meeting or exceeding revenue targets and acquiring new enterprise customers.
• Experience managing complex sales cycles involving multiple stakeholders, procurement, legal, and technology teams.
• Strong understanding of the Indonesian business environment and enterprise buying processes.
• An established network among enterprise decision-makers, particularly within HR, marketing, loyalty, or digital business functions.
• Experience building business cases, responding to RFPs, negotiating contracts, and closing enterprise deals.
• Strong pipeline management, forecasting, and CRM discipline.
• Professional fluency in Bahasa Indonesia and English.
• Willingness to travel within Indonesia and occasionally across Southeast Asia.

Preferred Experience

• Background in HR technology, employee engagement, rewards and recognition, customer loyalty, incentives, or enterprise software.
• Experience selling to sectors such as banking and financial services, insurance, retail, consumer goods, manufacturing, or large service organisations.
• Previous responsibility for a country, territory, or local sales team.
• Experience collaborating with regional teams and remote delivery functions.

Key Success Measures

Performance will be assessed against agreed targets for:

• New subscription revenue and enterprise customer acquisition.
• Qualified pipeline creation, coverage, and conversion.
• Sales forecast accuracy and deal progression.
• Partner-sourced pipeline and revenue.
• Cross-sell and expansion contribution.
• Relevant rewards transaction value and commercial contribution.
• CRM quality, commercial discipline, and customer handover.
• Team productivity and development, where applicable