Bukuwarung
Head of Sales - Enterprise and Key Account
- Compensation
- Not disclosed
- Location
- Jakarta Selatan, Jakarta Raya, Indonesia
- Work setup
- Not specified
- Seniority
- C level
- Employment
- Not specified
- Experience
- 2+ years
- Category
- Sales
- Posted
Skills
Must have
- 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
Full description
Head of Sales - Enterprise and Key Account
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