Job Description: Head of Sales - Enterprise and Key Account
Location: Jakarta Selatan, Jakarta Raya, Indonesia
Experience: 7 - 9 Years
Employee Type: Probation
About the company
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
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Lead, coach, and scale a team of Key Account Managers — setting performance standards, growth targets, and a culture of accountability
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Define team structure, hiring roadmap, and career development frameworks for the KAM function
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Review and mentor the team on deal structuring, account strategy, and stakeholder management
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Act as executive sponsor on strategic accounts, stepping in to drive alignment at the C-suite level
Enterprise Strategy & Revenue Ownership
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Own the enterprise and key account revenue target — accountable for Revenue, Distribution and Volume, and Activation Quality
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Design and execute BukuPay’s go-to-market strategy and ICP
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Build the commercial frameworks, deal structures, and pricing strategies that make BukuWarung the preferred partner for multi-outlet merchants
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Develop and maintain an enterprise pipeline with full visibility on stages, risks, and conversion rates
Strategic Account Management
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Own the highest-value and most strategic accounts personally — building deep, multi-level relationships from ops teams to the boardroom
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Drive large-scale outlet activation through HQ-led initiatives and coordinated execution
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Identify expansion opportunities within existing accounts and lead structured account growth plans
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Resolve escalations and commercial disputes at a senior level, protecting long-term relationships
Process, Playbooks & Operational Excellence
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Build and institutionalize the KAM playbook (from prospecting and pitching to onboarding and expansion)
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Establish CRM hygiene standards, reporting cadences, and pipeline review rituals across the team
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Work with Product and Tech teams to feed enterprise client insights back into the product roadmap
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Partner with Finance and Ops to ensure deals are commercially sound and onboarding is fast and smooth
Cross-functional & Executive Collaboration
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Represent the Key Account function in leadership reviews, board updates, and commercial planning processes
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Champion the voice of enterprise clients internally — translating client needs into scalable product and process solutions
What We’re Looking For:
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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
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Proven track record of owning and growing enterprise or multi-outlet accounts, with demonstrable revenue and activation outcomes
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Deep commercial acumen — pricing strategy, deal structuring, margins, and P&L ownership
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Experience building or scaling a sales function, including hiring, playbook creation, and performance management
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Strong executive presence — comfortable presenting to and negotiating with C-suite stakeholders
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Highly cross-functional — proven ability to align Product, Operations, Finance, and Tech behind commercial priorities
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Fluent communicator in Bahasa Indonesia and English, with sharp written and verbal presentation skills
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Experience in fintech, QRIS, digital payments, or POS solutions
Job Snapshot
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Updated Date: 06-04-2026
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Job ID: BW_JOB255
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Department: Business
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Location: Jakarta Selatan, Jakarta Raya, Indonesia