Head of Merchant Acquisition

Job Requirements

• Bachelor's degree in Business Administration, Management, Marketing, Finance, Information Technology, or a related field.

• Minimum of 7 years of experience in sales, business development, merchant acquisition, or commercial roles, preferably within the payment gateway, fintech, banking, financial services, or digital payment industry.

• At least 2–3 years of experience in a managerial or team leadership position, with a proven ability to lead and develop a sales team.

• Demonstrated track record of achieving sales targets, acquiring strategic merchants, and driving revenue growth.

• Strong understanding of payment gateway solutions, digital payment methods, merchant business models, and the Indonesian payments ecosystem.

• Proven experience in enterprise sales, strategic account acquisition, business negotiations, and relationship management with senior decision-makers.

• Strong commercial acumen with the ability to identify market opportunities, develop sales strategies, and evaluate business potential.

• Excellent leadership, team management, coaching, and performance monitoring skills.

• Strong analytical skills with the ability to interpret sales data, monitor pipeline performance, prepare revenue forecasts, and develop actionable business plans.

• Excellent communication, presentation, negotiation, and stakeholder management skills.

• Ability to build and maintain strong professional relationships with merchants, business partners, and internal stakeholders.

• Self-driven, results-oriented, and capable of working in a fast-paced and target-driven environment.

• Proficient in Microsoft Office or Google Workspace; experience using CRM systems and sales reporting tools is an advantage.

• Good command of written and spoken English.

• Willingness to travel for business meetings, merchant visits, and market development activities as required.

Job Description:

1. Sales Strategy & Revenue Growth

   • Develop and execute market-driven merchant acquisition strategies to achieve revenue targets, business growth objectives, and market expansion goals.

   • Identify new business opportunities, target market segments, and potential industries to expand Faspay's merchant portfolio across Indonesia.

   • Develop strategic sales plans, revenue forecasts, and acquisition initiatives aligned with the company's business objectives.

   • Identify opportunities to increase merchant adoption of Faspay's products and services, including payment gateway solutions and other relevant payment products.

2. Merchant Acquisition & Business Development

   • Proactively identify, prospect, qualify, and develop potential merchants across various industries.

   • Lead the end-to-end merchant acquisition process, from initial engagement and needs assessment to solution presentation, negotiation, contract closure, and onboarding coordination.

   • Build and maintain a strong sales pipeline to ensure consistent acquisition performance and achievement of business targets.

   • Understand merchants' business models, payment requirements, transaction patterns, and operational challenges to recommend appropriate Faspay solutions.

   • Identify and pursue strategic merchant opportunities, including enterprise accounts and high-potential merchants, to maximize revenue contribution.

3. Strategic Relationship & Partnership Management

   • Establish and maintain strong relationships with key decision-makers, business owners, and C-level executives to develop long-term business partnerships.

   • Build trusted, consultative relationships with prospective and existing merchants by understanding their business needs and providing relevant payment solutions.

   • Maintain merchant relationships throughout the business lifecycle, from initial engagement and acquisition to onboarding, business development, and ongoing account coordination.

   • Collaborate with internal stakeholders to address merchant requirements, resolve business-related challenges, and identify opportunities for account growth.

4. Market Intelligence & Competitive Analysis

   • Monitor market trends, industry developments, payment technology innovations, and competitor activities to identify new business opportunities.

   • Analyze competitors' products, pricing structures, value propositions, and market positioning to strengthen Faspay's competitive advantage.

   • Provide market insights and recommendations to management to support business strategy, product positioning, and commercial decision-making.

5. Team Leadership & Performance Management

   • Lead, manage, and develop the Merchant Acquisition team to achieve individual and collective sales targets.

   • Establish team objectives, performance indicators, sales plans, and execution standards aligned with company goals.

   • Monitor sales activities, merchant acquisition performance, pipeline progress, conversion rates, and revenue contribution.

   • Provide coaching, guidance, and support to team members in prospecting, sales presentations, negotiation, relationship management, and deal closure.

   • Review team performance regularly, identify improvement opportunities, and implement action plans to improve productivity and business results.

6. Cross-Functional Collaboration & Business Reporting

   • Collaborate with internal teams, including Product, Marketing, Finance, Risk, Compliance, Legal, Technology, and Operations, to ensure effective execution of merchant acquisition initiatives.

   • Coordinate with relevant stakeholders on commercial proposals, pricing arrangements, merchant requirements, and implementation readiness.

   • Prepare and present regular sales plans, pipeline updates, revenue forecasts, acquisition performance reports, and market insights to management.

   • Ensure that merchant acquisition activities comply with applicable company policies, commercial guidelines, regulatory requirements, and internal procedures.

7. Information Security & Compliance

   • Maintain information security by complying with company security policies and procedures, protecting confidential company and merchant data, and reporting suspicious activities or potential security threats.

   • Ensure that merchant acquisition activities and related documentation are handled in accordance with applicable data protection, information security, and compliance requirements.