About ADA
ADA is the Data and AI Experience Company. Present in 14 markets globally, we build intelligent experiences that power enterprise growth, spanning identity and authentication, personalization, commerce, and data & AI foundations; where every touchpoint earns trust, every interaction creates value, and every decision runs on real-time intelligence, so enterprises can stay ahead and deliver measurable outcomes. Our mission is to build the world's most intelligent growth platform for every client we serve. We work with over 1,500 global brands across CPG, Retail, Telco, BFSI, and Healthcare.
Role & Responsibilities:
- Own Revenue & Market Growth
- Own and exceed Indonesia's Conversational AI revenue target — new logo acquisition, expansion, and retention.
- Build and manage a healthy, well-staged pipeline with accurate forecasting and commercial rigour.
- Position ADA's Conversational AI platform as a transformation enabler — moving client conversations from broadcast messaging to AI-powered customer engagement and commerce.
- Identify and develop high-value opportunities in Financial Services, Telco, Retail, and SuperApp verticals.
- Lead & Develop the Indonesia Sales Team
- Recruit, coach, and lead a team of Business Development Managers and Associates.
- Set performance goals, run structured deal reviews, and build a culture of commercial accountability.
- Instil best practices in discovery, solution framing, proposal quality, and pipeline hygiene.
- Create learning loops — capture field insights, feed them into playbooks, and raise the floor of team capability.
- Drive Strategic, Consultative Deals
- Lead enterprise sales cycles end-to-end: from executive discovery through commercial structuring, negotiation, and close.
- Engage C-level and VP-level stakeholders with outcome-driven narratives anchored to ROI, cost-to-serve reduction, and digital growth.
- Build compelling business cases and commercial proposals that differentiate ADA beyond BSP pricing.
- Structure deals across platform fees, MAU tiers, messaging economics, and AI add-ons — balancing client value with commercial sustainability.
- Shape GTM Strategy & Market Positioning
- Contribute to ADA's Indonesia GTM strategy — vertical prioritisation, ICP definition, sales motion design, and channel approach.
- Partner with the APAC Head of Growth on regional campaigns, events, and field marketing that generate qualified pipeline.
- Represent ADA at senior industry forums, client events, and partner engagements as a credible voice in Conversational AI.
- Feed market intelligence back into product and solutions teams to influence the roadmap.
- Cross-Functional Partnership & Delivery Excellence
- Work closely with Solutions Consultants to ensure proposed implementations are technically sound and commercially viable.
- Partner with Operations and Customer Success to ensure seamless onboarding and long-term client value.
- Bridge commercial strategy with delivery execution — you are accountable not just for the deal, but for the outcome.
Experience & Track Record
- 8–12 years in enterprise B2B sales or commercial leadership, with a proven record of hitting or exceeding revenue targets.
- Experience leading and developing a sales team in Indonesia, with demonstrated ability to build high-performance cultures.
- Background in Business Messaging, SaaS, MarTech, CRM, digital transformation, or Conversational AI preferred.
- Familiarity with WhatsApp Business API, Meta Business Messaging ecosystem, or AI-powered customer engagement platforms is a strong plus.
Commercial & Strategic Skills
- Strong consultative selling skills — you diagnose before you prescribe, and you sell outcomes, not features.
- Ability to navigate complex, multi-stakeholder enterprise cycles — including procurement, IT, compliance, and C-suite.
- Commercial structuring fluency: you can build a pricing model, stress-test a business case, and negotiate with confidence.
- Strategic thinker who can contribute to GTM planning, not just execute against a brief.
Leadership & Influence
- Proven ability to lead and grow a team — setting direction, holding accountability, and developing talent.
- Strong executive presence with the ability to represent ADA credibly at senior client and partner engagements.
- Collaborative by default — you work across functions and geographies to drive outcomes.
Other Requirements
- Fluent in Bahasa Indonesia and English.
- Based in Jakarta, with willingness to travel regionally as required.
- Experience in an international company or regional team structure is preferred.
By submitting this, you agree to this Privacy Notice and you will be deemed to have consented to the collection, use, and disclosure of your Personal Information in accordance with this Privacy Notice: https://adaglobal.com/privacy-policy/
Unfortunately, we are only able to contact shortlisted applicants. We encourage you to continuously visit our website www.adaglobal.com for regular updates on available roles
We transform businesses using data, AI and tech | ADA
Pioneers in data and analytics, we are powering global marketing and commerce digital transformation with data and AI-led impact. Learn more here!
