Regional Sales Manager

ROLE OVERVIEW
We are seeking for a Regional Sales Manager for Indonesia. The successful candidate will:
- Independently own annual sales and collection targets across banking, digital finance, payments, consumer finance, e-commerce, and telecommunications sectors.
- Sell enterprise risk decisioning and anti-fraud software through multiple commercial models, including software licensing, API usage, and Agent-based offerings.
- Acquire leading local customers and expand existing accounts by introducing additional product modules.
- Coordinate with presales, delivery, customer success, and ecosystem partners to manage the full commercial lifecycle, from contract signing through renewal and expansion.
KEY RESPONSIBILITIES
- Take ownership of annual and quarterly sales targets for assigned accounts in Indonesia, including new ARR, API usage revenue, and collections, with accountability for quota attainment and forecast accuracy.
- Manage the end-to-end Lead-to-Cash process, driving contract signing, invoicing, and timely payment collection.
- Develop account strategies and a Target Account List covering leading banks, digital banks, P2P lenders, fintech companies, licensed payment service providers (PJP), consumer finance companies, e-commerce platforms, and telecommunications operators.
- Build and maintain a healthy sales pipeline, manage opportunity stages using MEDDIC or similar methodology, and provide rolling sales forecasts.
- Proactively prospect and build relationships with senior customer stakeholders, including presidents and board directors, heads of risk, credit and fraud management, CIOs/CTOs, and compliance leaders.
- Use a consultative sales approach to understand customer challenges in fraud prevention, credit decisioning, anti-money laundering, AI adoption, and AI governance, translating needs into compelling product value propositions.
- Develop plans to expand product adoption within existing accounts, growing customers from single product to three to five modules to improve customer lifetime value (LTV) and net revenue retention (NRR).
- Partner with Customer Success to ensure successful implementation and renewals, turning customer outcomes into reference cases and referrals.
- Lead RFI/RFP responses and coordinate with presales solution consultants on solution design, product demonstrations, POCs/trials, and value validation including ROI assessments.
- Lead negotiations on pricing, discounts, and commercial terms, balancing deal velocity, gross margin, and contractual risk to close deals.
- Develop and manage local channel and ecosystem partners, including system integrators (SIs), cloud providers, and consulting firms to expand customer reach.
- Represent company at industry exhibitions, association events, and customer activities to strengthen brand and professional reputation in Indonesia's risk decisioning market.
- Monitor regulatory developments from OJK (Indonesia's Financial Services Authority) and Bank Indonesia, as well as the local competitive landscape including FICO, SAS, Experian, Equifax, and Pega.
- Provide market and competitive analysis, and share customer needs and competitive intelligence with Product and Marketing teams.
- Coordinate with Delivery, Legal, Finance, and other internal teams to ensure a positive customer experience.
Role requirements
- 6-10 years B2B sales experience with direct ownership of sales quotas and demonstrable track record of exceeding targets
- Based in Jakarta, Indonesia with legal authorization to work in Indonesia
- Fluent in Mandarin Chinese with business-level English proficiency
- Experience selling software to financial services industry
- Bachelor's degree or above
- Experience managing complex B2B sales with long sales cycles, tender processes, and POC-led deal conversion
- Excellent consultative selling and executive communication skills with ability to engage C-level executives
- Proficiency in pipeline management, sales forecasting, and CRM tools