Head of Sales - Enterprise & Key Account at BukuWarung

Special capital Region of Jakarta, Java, Indonesia -

Full Time

Start Date

Immediate

Expiry Date

29 Sep, 26

Salary

0.0

Posted On

01 Jul, 26

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Enterprise Sales, Key Account Management, People Management, P&L Ownership, Go-To-Market Strategy, Deal Structuring, Pricing Strategy, Stakeholder Management, CRM Hygiene, Pipeline Management, B2B Business Development, Executive Presence, Cross-functional Collaboration, Fintech, Digital Payments, POS Solutions

Industry

technology;Information and Internet

Description

BukuWarung [https://www.linkedin.com/company/bukuwarung/] is scaling fast into enterprise & multi-outlet merchants across F&B, retail, and services. We are looking for a Head of Key Account Manager who can build and lead the enterprise sales function from the top: designing the strategy, managing a high-performing team, and owning the P&L impact of BukuWarung's most strategic accounts. Leadership & Team Management * Lead, coach, and scale a team of Key Account Managers — setting performance standards, growth targets, and a culture of accountability * Define team structure, hiring roadmap, and career development frameworks for the KAM function * Review and mentor the team on deal structuring, account strategy, and stakeholder management * Act as executive sponsor on strategic accounts, stepping in to drive alignment at the C-suite level Enterprise Strategy & Revenue Ownership * Own the enterprise and key account revenue target — accountable for Revenue, Distribution and Volume, Activation Quality * Design and execute BukuPay's go-to-market strategy and ICP * Build the commercial frameworks, deal structures, and pricing strategies that make BukuWarung the preferred partner for multi-outlet merchants * Develop and maintain an enterprise pipeline with full visibility on stages, risks, and conversion rates Strategic Account Management * Own the highest-value and most strategic accounts personally — building deep, multi-level relationships from ops teams to the boardroom * Drive large-scale outlet activation through HQ-led initiatives and coordinated regional execution * Identify expansion opportunities within existing accounts and lead structured account growth plans * Resolve escalations and commercial disputes at a senior level, protecting long-term relationships Process, Playbooks & Operational Excellence * Build and institutionalize the KAM playbook — from prospecting and pitching to onboarding and expansion * Establish CRM hygiene standards, reporting cadences, and pipeline review rituals across the team * Work with Product and Tech to feed enterprise client insights back into the product roadmap * Partner with Finance and Ops to ensure deals are commercially sound and onboarding is fast and smooth Cross-functional & Executive Collaboration * Represent the Key Account function in leadership reviews, board updates, and commercial planning cycles * Champion the voice of enterprise clients internally — translating client needs into scalable product and process solutions What we’re looking for: * 7+ years in Key Account Management, Enterprise Sales, or B2B Business Development — with at least 2–3 years in a people management or team lead role * Proven track record of owning and growing enterprise or multi-outlet accounts, with demonstrable revenue and activation outcomes * Deep commercial acumen — pricing strategy, deal structuring, MDR, margins, and P&L ownership * Experience building or scaling a sales function, including hiring, playbook creation, and performance management * Strong executive presence — comfortable presenting to and negotiating with C-suite stakeholders on both sides of the table * Highly cross-functional — proven ability to align Product, Ops, Finance, and Tech behind commercial priorities * Fluent communicator in Bahasa Indonesia and English, with sharp written and verbal presentation skills * Experience in fintech, QRIS, digital payments, or POS solutions

Responsibilities

Lead and scale the enterprise sales function by designing strategies and managing a team of Key Account Managers. Own the revenue targets and P&L impact for strategic multi-outlet accounts while building the KAM playbook.