Head of Sales - Offline Merchant Acquiring Business

About the role

We are seeking a Head of Sales to lead the commercial growth of our offline merchant acquiring business in Indonesia. This role is about more than just hitting targets; it's about building a strong, compliant, and scalable sales engine that serves millions of merchants—from micro-SMEs to large enterprises.

Our team is focused on empowering merchants with innovative, reliable payment solutions, including QRIS, Soundbox, and EDC devices. We operate at the intersection of global expertise and deeply local market needs, always ensuring our solutions align with the high standards set by Bank Indonesia (BI) and OJK.

As Head of Sales, you will be responsible for defining and executing our market expansion strategy. This requires a leader who can think strategically, manage a large, multi-layered sales organization (including Zonal and National Managers), and foster an environment of continuous improvement and collaboration across Product, Marketing, and Operations.

We are looking for a disciplined builder who understands the intricacies of the Indonesian payments ecosystem and leads with integrity.

About Flip

Rafi, Luqman, and Anjar, who were college friends in Universitas Indonesia, started Flip as a project in 2015 to transfer payments to each other at a fraction of what banks would charge them. They are pioneers in the Indonesian market, with their technology now helping millions of Indonesians, both individuals and businesses, carry out bank-to-bank money transfers through a reliable and seamless app.

After five years of operations, Flip has helped Indonesians transfer money worth several trillions of rupiah and has received double-digit funding from respectable investors such as Sequoia India, Insight Partner, and Insignia. Flip's ultimate mission is to give Indonesians access to one of the most progressive and fairest financial services in the world.

At Flip, we always strive to provide the fairest place for you to work, learn, and grow with talented and fun people in various opportunities to advance your career and get fair rewards. We believe that we have to treat employees, customers, and all stakeholders fairly and respectfully. Fair treatment for employees means we establish clear goals, facilitate our employees to achieve them, and value their contribution to the company with equitable benefits.

What you'll do:

• Strategy & Execution: Develop and implement the sales strategy to expand merchant acquisition and increase market share. This includes setting clear OKRs, designing differentiated Go-To-Market approaches (direct sales, channels, partnerships), and ensuring all practices adhere strictly to regulatory standards.
• P&L Ownership: Take ownership of the revenue and profitability targets for the offline merchant payments business. This involves smart resource allocation, budget management, and optimizing revenue streams from devices, MDR, and value-added services.
• Team Leadership: Build, lead, and inspire a high-performing, multi-layered sales organization. Your focus will be on mentoring senior sales managers, fostering a culture of excellence, and ensuring our teams have the tools (including automation and analytics) to succeed.
• Ecosystem Partnerships: Identify, forge, and manage long-term strategic partnerships with major ecosystem players (e.g., Telecom, e-commerce) that have large merchant bases, driving scalable, compliant acquisition channels.
• Cross-Functional Collaboration: Serve as the crucial bridge between the market and internal teams. You will constantly feed market intelligence to Product, Marketing, and Operations to ensure our solutions and logistics are perfectly aligned with merchant needs and pain points.

What you'll need:

• Experience & Knowledge: 15+ years of sales leadership experience in fintech, banking, or payments, with a minimum of 5 years in a senior leadership role, specifically in offline merchant acquiring. A proven track record of scaling market share and exceeding targets is essential.
• Ecosystem Expertise: A deep working understanding of the Indonesian digital payments landscape, including the QRIS ecosystem, merchant acquiring, and BI/OJK regulations.
• Scaling Leadership: Demonstrated success in building and managing large, multi-layered sales teams across different geographies within Indonesia.
• Mindset: An entrepreneurial drive balanced with discipline to scale fast, but always compliantly. The ability to manage the high volume of SME sales alongside relationship-driven enterprise accounts.
• Communication: Excellent communication and presentation skills in both Bahasa Indonesia and English are required for effective internal and external stakeholder credibility.