Senior Sales Manager

Regional Sales Manager – Indonesia (Software)

1. Role Purpose

As TrustDecision's Regional Sales Manager in Indonesia, you will independently own annual sales and collection targets for your assigned accounts across banking, digital finance, payments, consumer finance, e-commerce, and telecommunications.

You will sell enterprise risk decisioning and anti-fraud software through multiple commercial models, including software licensing, API usage, and Agent-based offerings. You will acquire leading local customers from the ground up, expand existing accounts through additional product modules, and coordinate with presales, delivery, customer success, and ecosystem partners to manage the full commercial lifecycle—from contract signing and go-live to renewal and expansion.

2. Key Responsibilities

Own Sales Targets and Results

• Take ownership of annual and quarterly sales targets for assigned accounts in Indonesia, including new ARR, API usage revenue, and collections. Be accountable for quota attainment and forecast accuracy.
• Manage the end-to-end Lead-to-Cash process, driving contract signing, invoicing, and timely payment collection.

Sales Planning and Pipeline Management

• Develop account strategies and a Target Account List covering leading banks, digital banks, P2P lenders and other fintech companies, licensed payment service providers (PJP), consumer finance companies, e-commerce platforms, and telecommunications operators.
• Build and maintain a healthy sales pipeline, manage opportunity stages using MEDDIC or a similar methodology, and provide rolling sales forecasts.

New Customer Acquisition (New Logo)

• Proactively prospect and build relationships with senior customer stakeholders, including presidents and board directors, heads of risk, credit and fraud management, CIOs/CTOs, and compliance leaders.
• Use a consultative sales approach to understand customer challenges in fraud prevention, credit decisioning, anti-money laundering, AI adoption, and AI governance, translating these needs into compelling product value propositions and solution opportunities.

Account Growth (Land & Expand)

• Develop plans to expand product adoption within existing accounts, growing customers from a single product to three to five modules to improve customer lifetime value (LTV) and net revenue retention (NRR).
• Partner with Customer Success to ensure successful implementation and renewals, turning customer outcomes into reference cases and referrals.

Solutions, Tendering, and Commercial Negotiation

• Lead RFI/RFP responses and coordinate with presales solution consultants on solution design, product demonstrations, POCs/trials, and value validation, including ROI assessments.
• Lead negotiations on pricing, discounts, and commercial terms, balancing deal velocity, gross margin, and contractual risk to close deals.

Ecosystem and Market Development

• Develop and manage local channel and ecosystem partners, including system integrators (SIs), cloud providers, and consulting firms, to expand customer reach.
• Represent TrustDecision at industry exhibitions, association events, and customer activities to strengthen its brand and professional reputation in Indonesia's risk decisioning market.

Market Intelligence and Internal Collaboration

• Monitor regulatory developments from OJK (Indonesia's Financial Services Authority) and Bank Indonesia, as well as the local competitive landscape, including FICO, SAS, Experian, Equifax, and Pega.
• Provide market and competitive analysis, and share customer needs and competitive intelligence with Product and Marketing teams.
• Coordinate with Delivery, Legal, Finance, and other internal teams to ensure a positive customer experience.

3. Requirements

Basic Qualifications

• Bachelor's degree or above; a background in computer science, software engineering, finance, business, or a related discipline is preferred.
• Based in Jakarta, Indonesia, with legal authorization to work in Indonesia.
• Fluent in Mandarin Chinese, with English proficiency sufficient for business communication. Proficiency in Bahasa Indonesia is a plus.
• Willingness to travel frequently within the region and work in a fast-paced, results-oriented environment.

Experience and Track Record

• Six to ten years of relevant B2B sales experience, with direct ownership of sales quotas and a demonstrable track record of exceeding targets.
• Experience selling software to the financial services industry. Familiarity with fraud prevention, credit and lending decisioning, risk management, anti-money laundering (AML), data analytics, or decision engines is preferred.
• Experience at international software companies such as FICO, SAS, Experian, Equifax, Pega, IBM, Oracle, or Salesforce, or at leading fintech or risk technology providers, is preferred.
• Familiarity with financial services customers and decision-making processes in Indonesia. An established customer network across local banks, fintech companies, payment providers, or leading internet companies is preferred.
• Experience managing complex B2B sales with long sales cycles, tender processes, and POC-led deal conversion.

Professional Skills

• Excellent consultative selling and executive communication skills, with the ability to engage credibly with C-level executives and senior risk and technology leaders.
• Strong negotiation skills, commercial acumen, and the ability to manage pricing and contractual terms.
• Proficiency in pipeline management, sales forecasting, and CRM tools.
• Knowledge of OJK and Bank Indonesia regulatory frameworks, as well as Indonesia's financial services and payments markets, is preferred.