Position Title: Head of Sales - Enterprise & 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
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

PI285555241