Senior Key Account Manager

Carousell; Jakarta Barat; On-site; IDR 600,000,000 - 900,000,000; Full time

Job summary

Carousell is seeking a Senior Key Account Manager to lead strategic online partnerships with major e-commerce platforms, marketplaces and retailers in Indonesia. You will own partner performance, revenue targets and joint business plans to drive growth across the partner ecosystem.

In this role you will negotiate commercial terms, manage cross-functional initiatives with Sales, Marketing, Operations, Product and Finance, and develop new opportunities with existing partners to maximize traffic,

Qualifications

• 3–4 years as a Senior Key Account Manager or similar role with strategic accounts.
• Proven ability to own commercial targets, revenue growth and partner development.
• Experience leading key account strategies and cross-functional initiatives.
• Strong understanding of e-commerce ecosystems and major marketplaces.
• Familiarity with API integrations and marketplace connectivity.

Responsibilities

• Manage and grow strategic online partnerships with key platforms and retailers.
• Own partner performance, revenue, transaction volume, margin and KPIs.
• Develop and execute joint business plans to maximize opportunities.
• Build relationships with decision makers and stakeholders across partners.
• Lead negotiations on pricing, commissions, promotions, and terms.
• Identify new opportunities within existing partners and campaigns.
• Plan joint promotional campaigns with partners for visibility and sales.
• Monitor performance through data analytics and translate insights into actions.
• Collaborate with Sales, Marketing, Operations, Product and Finance.
• Resolve operational and commercial issues with partners promptly.
• Track market trends and partner developments to stay competitive.
• Prepare regular business reviews and action plans for management.

Skills

Senior Key Account Manager

Revenue growth

Stakeholder management

Cross-functional initiatives

E-commerce marketplaces

Negotiations

Analytical skills

Communication

Tools

APIs

Marketplace connectivity

Job description

Carousell Groupis the leading multi-category platform for secondhand in Greater Southeast Asia on a mission to make secondhand the first choice. Founded in August 2012 in Singapore, the Group has a leading presence in seven markets under the brands Carousell, Carousell Media Group, Cho Tot, Laku6, LuxLexicon,Mudah.my, OneShift, REFASH and Revo Financial, serving tens of millions of monthly active users. Carousell is backed by leading investors including Telenor Group, Rakuten Ventures, Naver, STIC Investments, 500 Global and Peak XV Partners (formerly known as Sequoia Capital India). Visithere for more information.

Laku6is the leading AI-first end-to-end electronics recommerce platform in Indonesia where our technology has helped over 500,000 users sell their gadgets directly for cash or via Trade-In with leading eCommerce Partners. Laku6 is part of Carousell Group, the leading multi-category platform for secondhand in Greater Southeast Asia on a mission to make secondhand the first choice. Founded in August 2012 in Singapore, the Group has a leading presence in seven markets under the brands Carousell, Carousell Media Group, Cho Tot, Laku6, LuxLexicon, Mudah.my, OneShift, REFASH and Revo Financial, serving tens of millions of monthly active users. Carousell is backed by leading investors including Telenor Group, Rakuten Ventures, Naver, STIC Investments, 500 Global and Peak XV Partners (formerly known as Sequoia Capital India).

Visit www.laku6.com for more information.

Job Description

Manage and grow strategic online partnerships with key e-commerce platforms, marketplaces, online retailers, and other digital partners to drive business growth.

Own partner performance and commercial targets, including revenue, transaction volume, margin, and other relevant business KPIs.

Develop and execute joint business plans with key partners to maximize sales opportunities and achieve company targets.

Build and maintain strong relationships with key decision makers and stakeholders across partner organizations.

Lead commercial negotiations covering pricing, commission, promotions, campaigns, business terms, and other partnership opportunities.

Identify and develop new business opportunities within existing partners, including new channels, programs, products, and campaigns.

Plan and execute joint promotional campaigns with partners, ensuring strong visibility, traffic, conversion, and sales performance.

Monitor partner performance through data and business analytics, identify gaps and opportunities, and translate insights into actionable initiatives.

Work closely with internal teams such as Sales, Marketing, Operations, Product, and Finance to ensure smooth execution of partnership initiatives.

Resolve operational and commercial issues with partners and ensure timely follow-up and resolution.

Track market trends, competitor activities, and partner developments to identify opportunities and maintain competitiveness.

Prepare regular business reviews and performance reports for management, including key achievements, challenges, opportunities, and action plans.

Take ownership of end-to-end partnership initiatives, from opportunity identification and negotiation through execution and performance evaluation.

Support the development of the company's online partnership strategy and contribute to expanding the partner ecosystem.

Qualifications

• Minimum 3-4 years of experience as a Senior Key Account Manager (Sr. KAM), managing strategic accounts and driving business growth.
• Proven experience in owning commercial targets, including revenue growth, sales performance, and partner development.
• Experience leading key account strategies, negotiations, and cross-functional initiatives with internal and external stakeholders.
• Strong understanding of e-commerce and marketplace ecosystems, preferably with experience managing accounts on platforms such as Shopee, Tokopedia, Lazada, or similar marketplaces.
• Familiarity with API integrations and marketplace connectivity, with the ability to work closely with Product and Technology teams.
• Experience working with retailers, distributors, brands/principals, or digital commerce partners is highly preferred.
• Strong analytical, stakeholder management, and communication skills.