Upwork has partnered with a leading global online marketplace specializing in short-term stays and unique travel experiences. Acting as a trusted intermediary, the platform earns commissions from bookings made through its ecosystem.

We are seeking a Market Manager to manage and grow a portfolio of approximately 100–200 professional host accounts in Indonesia, with a primary focus on Bali. This role combines account management, sales, and strategic market development within a fast-paced, tech-enabled marketplace environment. You will support a global technology platform that connects hosts and guests worldwide, empowering independent property owners and professional hosts through innovative tools, data insights, and global demand generation.

The position requires a strong consulting-style mindset — someone who can structure ambiguous problems, develop data-driven growth hypotheses, and translate insights into clear strategic recommendations for stakeholders. Candidates with experience in consulting firms, internal strategy teams, or structured go-to-market roles are strongly encouraged to apply. The ability to think in frameworks, build compelling presentations, and influence cross-functional stakeholders is critical for success.

The ideal candidate will be based in Bali. Candidates located in Jakarta or other regions who are open to relocating to Bali at their own expense are also welcome to apply.

Job Description

For this project, the selected candidate will:

Manage and grow a portfolio of 100–200 professional host accounts in Indonesia (primarily Bali), with a strong focus on relationship management and performance optimization.
Drive portfolio-level revenue growth by increasing availability, product adoption, promotional participation, and overall host performance.
Conduct structured outreach to most assigned accounts each quarter, leading recurring business reviews and optimization calls.
Use account and market data to identify growth opportunities, develop clear portfolio strategies, and present structured, data-driven growth plans and go-to-market initiatives.
Increase adoption of platform tools, best practices, and promotional features to maximize host success and share-of-wallet.
Selectively prospect and onboard high-quality new supply where strategic gaps exist, while prioritizing optimization of existing accounts.
Act as an in-market expert on Bali's hospitality landscape, including trends and regulatory requirements.
Partner cross-functionally with teams such as Public Policy to support compliance initiatives (e.g., business registration and licensing).
Support host education initiatives (webinars, workshops) to help partners adapt to regulatory or platform changes.
Represent the platform in local industry meetings and stakeholder engagements as needed.

This role is primarily focused on account management and portfolio growth, with greater emphasis on nurturing, optimizing, and expanding existing accounts over the next 2–3 quarters rather than pure new acquisition.

Qualifications

8+ years in sales growth and account management, including 1–2+ years in strategy, consulting, or structured go-to-market roles.
Experience in marketplace, hospitality tech, real estate, OTA, SaaS, or platform-based environments.
Proven ability to build and present structured, data-driven growth strategies.
Strong analytical skills with a track record of driving revenue, adoption, or portfolio growth.
Cross-functional collaboration experience and proficiency in Google Workspace and CRM tools (Salesforce a plus).
Fluency in Bahasa Indonesia and English, with the ability to thrive in dynamic environments.

Additional Information

This role is structured as a long-term contract engagement, with potential for permanent placement.

Copy of Copy of Market Manager - Strategic Account Growth - Bali