Enterprise Sales Manager - Partnerships

#Li-Onsite

BukuWarung app helps MSME merchants manage their businesses by tracking all their transactions including credit, expense and sales, inventory, and helping merchants get cash flow visibility through business reports. BukuWarung has been used by 6.5 million+ users across 750+ locations. They are already recording over $15 million worth of transactions, and processing $1.2 billion in payments. With their high market penetration, they are already leading the market with over 95% market share.

BukuWarung is backed by top tier VCs globally: Y-Combinator, AC Ventures, Quona Capital, East Ventures, Golden Gate Ventures, Rocketship.vc, Tanglin Venture Partners and other strategic angel investors.

As a rapidly scaling fintech platform, partnerships are a critical growth lever for expanding our reach and impact across Indonesia. As the Sales Manager - Partnerships, you will be responsible for identifying, pursuing, and closing strategic partnership deals that accelerate merchant acquisition and platform growth. You'll lead partnership sales initiatives, manage a pipeline of high-value opportunities, and work cross-functionally with Product, Marketing, and Operations to structure and launch successful partnerships.

What you'll do:

- Drive New Partnership Acquisition: Own the full partnership sales cycle from prospecting to closing, identifying and engaging potential partners including payment providers, e-commerce platforms, supply chain companies, financial institutions, and technology platforms that can drive merchant value

- Develop Partnership Strategy: Research market opportunities, analyze competitive landscape, and develop targeted partnership strategies that align with BukuWarung's growth objectives and merchant needs across different segments and regions

- Build and Manage Pipeline: Maintain a robust pipeline of partnership opportunities, tracking progress through CRM systems, forecasting deal closure timelines, and consistently meeting or exceeding quarterly partnership acquisition targets

- Lead Complex Negotiations: Structure partnership agreements including commercial terms, revenue sharing models, technical integration requirements, and go-to-market plans that create win-win outcomes for both parties

- Collaborate Cross-functionally: Work closely with Product teams on integration feasibility, Marketing on co-marketing initiatives, Legal on contract terms, and Operations on implementation planning to ensure successful partnership launches

- Present to Senior Stakeholders: Deliver compelling partnership proposals and business cases to C-level executives and decision-makers at potential partner organizations, articulating BukuWarung's value proposition and growth potential

- Manage Partnership Launch: Coordinate with internal teams and partners to ensure smooth onboarding, integration, and activation of new partnerships, achieving time-to-market goals and early success metrics

- Track and Optimize Performance: Monitor key partnership sales metrics including pipeline velocity, conversion rates, deal sizes, and time-to-close, continuously optimizing sales processes and approaches based on data insights

Who you are:

- You have 8-10 years of experience in B2B sales, business development, or partnership sales roles, with a strong track record of closing complex deals in fintech, SaaS, technology, or payments industries

- You have 3+ years of experience selling to or partnering with enterprises, platforms, or financial institutions, demonstrating ability to navigate complex organizational structures

- You have a degree in Business, Economics, Engineering, or related fields or equivalent practical experience

- You have proven ability to meet and exceed sales targets, with experience managing deals ranging from $100K to multi-million dollar partnership agreements

- You possess exceptional negotiation and closing skills, able to structure creative deal terms that balance aggressive growth goals with sustainable unit economics

- You demonstrate strategic thinking and business acumen, understanding partnership dynamics, revenue models, and how to create mutual value in complex ecosystem plays

- You have strong analytical skills with the ability to build financial models, analyze market opportunities, and use data to support partnership proposals and business cases

- You are highly motivated and results-driven, thriving in fast-paced environments with ambitious targets and the resilience to handle rejection and navigate long sales cycles

- You have excellent presentation and communication skills in English and Bahasa Indonesia, able to influence senior executives and build rapport with diverse stakeholders

- You are collaborative and cross-functional, able to work effectively with Product, Engineering, Marketing, and Operations teams to bring partnerships to life

Nice to haves:

- Deep knowledge of the Indonesian fintech, payments, or e-commerce ecosystem with existing relationships with potential partners

- Experience in MSME-focused businesses or working with small business segments in emerging markets

- Startup or scale-up experience in a high-growth environment where you've built processes from scratch

- Technical understanding of API integrations, payment systems, or platform ecosystems

- Track record of closing partnerships with major industry players / ecosystem owners (e.g., e-commerce marketplaces, payment gateways, banks, telcos)