Head, Merchant Acquisition

Grab; Singapore; On-site; SGD 260,000 - 380,000; Full time

Benefits offered by this job

Term Life Insurance

Medical Insurance

GrabFlex

Parental leave

Birthday leave

LASA volunteering leave

Grabber Assistance Programme

Flexible working hours

Job summary

Grab is seeking a formidable leader to head merchant acquisition, shaping the sales strategy and building a high‑performing team across GrabFood, GrabMart, GrabFin, and Omnicommerce in Singapore.

You will craft GTM plans, mentor sales leadership, optimize pipeline, and negotiate with strategic merchants to drive scalable revenue for Grab’s ecosystem.

Qualifications

• 12+ years of progressive sales experience with senior leadership.
• Experience managing multiple sales teams and channels.
• Proven ability to develop and execute go-to-market strategies.
• Track record coaching sales managers and building leadership bench.
• Experience negotiating with strategic or enterprise merchants.
• Strong analytical skills and ability to use data to drive decisions.

Responsibilities

• Define and execute long-term merchant acquisition strategy across Grab ecosystem.
• Develop go-to-market plans and build partnerships with agencies.
• Lead and scale a team of Sales Managers and drive forecast discipline.
• Align with Business Units, Marketing, Operations and Finance on priorities.
• Oversee end-to-end merchant partnerships and long-term retention.

Skills

Senior sales leadership

Team management

Go-to-market strategies

Coaching & leadership bench

Enterprise negotiations

Data-driven decision making

Revenue growth

Job description

Grab is Southeast Asia's leading superapp. From getting your favourite meals delivered to helping you manage your finances and getting around town hassle-free, we've got your back with everything. In Grab, purpose gives us joy and habits build excellence, while harnessing the power of Technology and AI to deliver the mission of driving Southeast Asia forward by economically empowering everyone, with heart, hunger, honour, and humility.

Job Description

Get to Know the Team

The Singapore Operations team drives Grab's commercial growth and market leadership in the region's most competitive city-state. We translate Grab's superapp vision into tangible, everyday value for consumers — shaping strategy, building partnerships, and executing with precision to deliver the services Singaporeans rely on.

Within Singapore Operations, the Merchant Acquisition team is the growth engine behind Grab's merchant ecosystem. We identify, win, and onboard merchants across GrabFood, GrabMart, GrabFin, and Omnicommerce, while also driving strategic investment into GrabAds. Whether working with iconic brands or breakout new players, we ensure Grab remains the premier platform for businesses to scale.

Get to Know the Role

We are looking for an exceptional leader to head our merchant acquisition efforts to drive the next phase of commercial growth.

This high-impact role calls for a strategic, hands‑on leader who can shape the sales strategy, build a high‑performing organisation, and create a predictable, scalable revenue engine. The ideal candidate combines rigorous commercial discipline with the versatility to develop go‑to‑market plans, mentor sales leadership, optimise pipeline performance, and lead complex negotiations with strategic merchants.

Working closely with senior leadership and cross‑functional teams, you will translate business priorities into clear commercial plans, strengthen sales effectiveness, and unlock new growth opportunities across the entire Grab ecosystem.

You will report to the Head, eCommerce, Express and Acquisition, onsite at Grab's One‑North office.

The Critical Tasks You Will Perform

• Define and execute a long‑term merchant acquisition strategy spanning GrabFood, GrabMart, GrabFin, and Omnicommerce — with accountability for growing merchant count, driving GMV, and maximising product adoption across the whole Grab ecosystem.
• Develop channel‑specific go‑to‑market plans that balance ambitious growth targets with execution reality, ensuring Grab remains the merchant platform of choice in Singapore.
• Grow GrabAds by developing targeted sales initiatives for brands outside Grab’s merchant ecosystem, creating segment‑specific strategies, and building partnerships with marketing agencies to position Grab as a leading advertising platform.

Sales Leadership & Capability Development

• Lead, mentor, and scale a team of Sales Managers, building a culture of high performance, accountability, and consultative selling.
• Partner with Sales Managers to pressure‑test strategies, sharpen commercial thinking, and build team capability to execute with confidence.
• Implement a structured sales development programme to continuously raise the bar on sales effectiveness across the entire sales organisation.
• Establish rigorous forecasting and pipeline management discipline across the team — holding Sales Managers accountable for forecast accuracy, pipeline health, and timely course‑correction based on market signals and execution reality.
• Provide leadership with high‑confidence commercial assessments and proactive risk visibility.

Stakeholder & Cross‑functional Alignment

• Build and maintain cross‑functional alignment with Business Units, Marketing, Operations, and Finance, uniting stakeholders around core commercial priorities and navigating trade‑offs with sound judgment.
• Lead end‑to‑end merchant partnerships by coordinating across multiple internal teams to ensure seamless deal closure, partner success, and long‑term merchant retention.

Qualifications

What Essential Skills You Will Need

• 12+ years of progressive sales experience, including at least 5 years in a senior sales leadership role, with a proven track record of building and scaling high‑performing commercial teams and consistently delivering against ambitious revenue targets
• Extensive experience managing multiple sales teams, customer segments, products, and commercial channels
• Strong background in developing and executing sales and go‑to‑market strategies
• Proven ability to coach and develop sales managers and build a strong leadership bench
• Experienced leading complex negotiations and managing relationships with strategic or enterprise merchants
• Strong commercial and analytical capabilities, with the ability to use data to drive decisions and performance

Additional Information

Life at Grab

We care about your well‑being at Grab, here are some of the global benefits we offer:

• We have your back withTerm Life Insuranceand comprehensiveMedical Insurance.
• WithGrabFlex,create a benefits package that suits your needs and aspirations.
• Celebrate moments that matter in life with loved ones throughParentalandBirthday leave, and give back to your communities throughLove-all-Serve-all (LASA)volunteering leave
• We have a confidentialGrabber Assistance Programmeto guide and uplift you and your loved ones through life's challenges.
• Balancing personal commitments and life's demands are made easier with our FlexWork arrangements such as differentiated hours

What We Stand For at Grab

We are committed to building an inclusive and equitable workplace that enables diverse Grabbers to grow and perform at their best. As an equal opportunity employer, we consider all candidates fairly and equally regardless of nationality, ethnicity, religion, age, gender identity, sexual orientation, family commitments, physical and mental impairments or disabilities, and other attributes that make them unique.

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