Strategic Account Manager

Xendit; Jakarta Pusat; Hybrid; IDR 900,000,000 - 1,200,000,000; Full time

Job summary

Xendit in Jakarta is seeking an experienced Account Manager to own and grow a regional/global enterprise portfolio from our Jakarta office, operating in a hybrid model. You will manage high‑value cross‑border e‑commerce, SaaS, and financial institutions across Indonesia and APAC, shaping growth with Go‑to‑Market, Product, Compliance, and Risk teams.

You will lead multi‑stakeholder relationships, drive P&L outcomes, and architect 12–18 month plans.

Qualifications

• 5+ years of B2B account management or strategic sales experience in financial services, fintech, or payments.

Responsibilities

• Own the full P&L for a portfolio of key enterprise accounts and drive revenue through upselling and cross-selling.
• Develop and execute 12–18 month account plans for major clients and proactively manage churn risk.
• Lead client business reviews with data-driven insights and articulate clear ROI to executives.

Skills

Account management

Strategic sales

P&L ownership

Cross-border payments

APAC market knowledge

English-Bahasa Indonesia fluency

Job description

Xendit provides payment infrastructure across Southeast Asia and is expanding to Greater China and LATAM. We process payments, power marketplaces, disburse payroll and loans, provide KYC solutions, prevent fraud, and help businesses grow exponentially. We serve our customers by providing a suite of world‑class APIs, eCommerce platform integrations, and easy to use applications for individual entrepreneurs, SMEs, and enterprises alike.

Our main focus is building the most advanced payment rails for Southeast Asia, with a clear goal in mind — to make payments across and within SEA simple, secure and easy for everyone. We serve thousands of businesses ranging from SMEs to multinational enterprises, and process millions of transactions monthly. We’ve been growing rapidly since our inception in 2015, onboarding hundreds of new customers every month, and backed by global top‑10 VCs. We’re proud to be featured on among the fastest growing companies by Y‑Combinator.

About The Job

We are seeking a highly motivated and strategically‑minded Account Manager to own and grow our regional/global enterprise portfolio, based in our Jakarta office, working in a hybrid model. This position is dedicated to our most complex and high‑value enterprise clients — primarily cross‑border e‑commerce leaders, global SaaS platforms, and large‑scale financial institutions across Indonesia and the wider APAC region. You’ll join Xendit’s Enterprise Account Management team, working closely with Go‑to‑Market, Product, Engineering, Compliance, Legal, Operations and Risk leadership. You will not just manage accounts — you will architect growth.

Minimum Qualifications

• 5+ years of B2B account management or strategic sales experience in financial services, fintech, or payments.
• Consistent track record of meeting or exceeding revenue targets, ideally in a role with direct P&L, book‑of‑business, or portfolio revenue ownership.
• Experience managing and growing revenue within large and complex enterprise accounts.
• You understand the needs of international cross‑border merchants and the cultural nuances of doing business across APAC markets. Familiarity with the APAC region is essential.
• Professional proficiency in both English and Bahasa Indonesia.
• Core Competencies:
• Builder & Founder‑Like Mentality: You thrive in “zero‑to‑one” environments. You are hands‑on, take full ownership, and are relentless in removing blockers for your clients and your team.
• Exceptional Communicator: You can present persuasively in the boardroom, and translate complex payment concepts for executive audiences.
• Data‑Led & Analytical: You make decisions based on data, not gut feel. You can analyze transaction patterns to identify risk and untapped potential.

Attributes We Value

• Hustle with Integrity: You move fast, but you build trust through transparency and reliability.
• Curiosity: You constantly ask “why” and dig deep to understand the root problem, not just the surface request.
• Resilience: You are undeterred by long sales cycles and complex procurement processes.

Responsibilities

• Own the full P&L for a portfolio of key enterprise accounts. Drive revenue and transaction volume through upselling, cross‑selling (payment acceptance, payouts, platform business) and use case expansion.
• Develop and execute comprehensive 12‑18 month account plans for each major client, articulating clear growth strategies and proactively managing churn risk.
• Consistently exceed revenue targets by focusing on high‑impact input metrics and maintaining a clean, accurate pipeline.

Executive & Multi‑Stakeholder Relationship Building

• Build and nurture C‑level relationships (CEO, CFO, CPO, CTO) within your accounts. Understand their strategic objectives and align Xendit’s roadmap to solve their core business challenges.
• Lead client business reviews, providing data‑driven insights and demonstrating clear ROI.
• Serve as the trusted advisor and single point of contact, navigating complex organizational structures to secure client buy‑in and consensus.

Cross‑Functional Influence

• Bring your clients’ needs back to Xendit, informing and influencing our product roadmap and strategy.
• Partner with cross‑functional teams (Product, Solution Engineering, Compliance, Legal, Risk) to identify and scope net‑new opportunities, bridging the gap between commercial terms and technical feasibility.

Market Intelligence & Local Expertise

• Stay ahead of regulatory shifts and payment trends. Act as a subject matter expert on cross‑border flows between Xendit markets in APAC.
• Identify synergies between Xendit’s licensed infrastructure and the specific needs of enterprises expanding into the region.

Why Join Xendit?

• Impact at Scale: You won’t be a small cog in a giant machine. You will own a significant book of business that directly impacts Xendit’s regional growth.
• Licensed Infrastructure: Sell more than just a gateway. You have acquiring, remittance , banking, VASP, and lending licenses as your arsenal.
• Culture of Builders: We are a team of doers. We hire people who want to build, not just maintain.
• Accelerated Career Growth: We promote from within and offer high‑visibility projects with direct exposure to global leadership.

Xendit is an equal opportunity employer. We welcome applicants from all backgrounds and are committed to building an inclusive team where everyone can do their best work.