Sr. Merchant Acquisition

Faspay; Jakarta Pusat; Hybrid; IDR 400,000,000 - 700,000,000; Full time

Job summary

Faspay, based in Jakarta, is seeking a Merchant Acquisition Manager to lead end-to-end enterprise sales for a diversified merchant portfolio across fintech, e-commerce, transportation, education, travel, and retail. You will hunt for new opportunities, build executive relationships, and close large deals with complex negotiations.

You will map chronic decision-makers, navigate multi-stakeholder environments, and collaborate with product, marketing, and partnerships teams to structure tailored

Qualifications

• Educational background in business or related field; MBA/advanced degree a plus.
• Minimum 7+ years in B2B enterprise sales or merchant acquisition, with a track record of closing large, complex deals in payments/fintech/SaaS in Indonesia.
• Deep understanding of Indonesian payments landscape and networks in fintech/financial services/transportation/education/tourism.
• Strong knowledge of payment gateway products, payment methods in Indonesia (QRIS, virtual accounts, e-wallets, cards) and API integration discussions.
• Based in Jakarta with hybrid working arrangement; willingness to travel outside Jakarta when required.
• Fluent in Bahasa Indonesia and English; Mandarin a plus.

Responsibilities

• Pipeline strategy: build and manage a target pipeline across key industries and areas with high merchant volume.
• Deal origination: identify, open opportunities through outbound prospecting and executive networking; avoid sole reliance on inbound leads.
• Commercial negotiation: lead multi-stakeholder negotiations on pricing, terms, SLAs, and contract structure.
• Stakeholder navigation: map and engage finance, product, technology, operations, and C-level to drive deals to close.
• Cross-functional collaboration: work with product, marketing, integration, and account management to tailor solutions.
• Executive engagement: build trusted relationships with C-levels to position the company as a strategic payments partner.
• Portfolio diversification: acquire new large merchants to diversify the merchant base and reduce current top merchant dependency.

Skills

Enterprise sales

Negotiation

Stakeholder management

Relationship building

Strategic thinking

Communication

API integration

Education

Bachelor's degree in business or related field

MBA or advanced degree

Job description

The Merchant Acquisition Manager is responsible for acquiring large, strategic merchants for our Indonesian payment gateway across industries namely, financial services, transportation, education, e-commerce, marketplace, retail and tourism. The role requires the full end-to-end sales capacity as a hunter and a nurturing function — starting from seeking for new leads, approaching, prospecting and closing the deal with a creative deal origination through commercial negotiation, and handling the following paperwork inside the sales cycle — and is expected to navigate complex merchant organisations, build executive relationships mainly to Top Level officials, and consistently close large enterprise-scale deals in a fast-paced environment.

Responsibilities:

• Pipeline Strategy: Build and execute a target pipeline list across the following industries (financial services, transportation, education, e-commerce, marketplace, retail and tourism — other industries may also be pursued) by prioritising large merchants with material payment volume and developing a tailored acquisition plan for each.
• Deal Origination: Creatively identify and open sales opportunities with large merchants through outbound prospecting, executive networking, industry events, partner referrals, and competitive displacement — not relying on inbound leads.
• Commercial Negotiation: Lead complex, multi-stakeholder commercial negotiations — pricing (MDR), commercial terms, SLAs, and contract structure — to close large-merchant deals preserving profitability and long-term value for the company.
• Stakeholder Navigation: Map and engage decision-makers and influencers across complex merchant organisations namely finance, product, technology, operations, and C-level to build consensus and drive deals to close.
• Cross-functional Collaboration: Work closely with product, marketing, integration, and account management teams to scope solutions, address merchant requirements during the sales cycle, and ensure smooth handover post-signing.
• Executive Engagement: Build and maintain trusted relationships with C-levels and senior decision-makers at target merchants throughout the sales cycle, positioning the company as a strategic payments partner.
• Portfolio Diversification: Acquire new large merchants to diversify the company's merchant base and reduce dependency on current top merchants to below 40% of total payment volume, measured by signed merchants, processed payment volume, and net new revenue.

Qualifications:

• Educational Background: A bachelor's degree in business, marketing, communications, or a related field is typically required. An MBA or advanced degree is a plus.
• Experience: Minimum 7+ years in B2B enterprise sales or merchant acquisition, with a demonstrable track record of closing large and complex deals in payments, fintech, banking, or SaaS sold to enterprises in Indonesia.
• Market & Industry Knowledge: Deep understanding of the Indonesian payments landscape and existing networks in at least two of the following verticals: fintech, financial services, transportation, education, or tourism.
• Technical Skills: Strong working knowledge of payment gateway products, payment methods used in Indonesia (QRIS, virtual accounts, e-wallets, cards), and the ability to discuss API-based integration approaches credibly with merchant technical teams.
• Location: Based in Jakarta with a hybrid working arrangement; willing and able to travel outside Jakarta when required for meetings.
• Language: Fluent in Bahasa Indonesia and English (spoken and written). Working proficiency in Mandarin (spoken and written) is a plus.