# Regional Sales Manager

> Fuku · Jakarta, Indonesia · Full-time · Posted 2026-11-11

**Workplace:** on_site

## Description

ROLE OVERVIEW  
We are seeking for a Regional Sales Manager for Indonesia. The successful candidate will:  
\- Independently own annual sales and collection targets across banking, digital finance, payments, consumer finance, e-commerce, and telecommunications sectors.  
\- Sell enterprise risk decisioning and anti-fraud software through multiple commercial models, including software licensing, API usage, and Agent-based offerings.  
\- Acquire leading local customers and expand existing accounts by introducing additional product modules.  
\- Coordinate with presales, delivery, customer success, and ecosystem partners to manage the full commercial lifecycle, from contract signing through renewal and expansion.  
  
KEY RESPONSIBILITIES  
\- Take ownership of annual and quarterly sales targets for assigned accounts in Indonesia, including new ARR, API usage revenue, and collections, with accountability for quota attainment and forecast accuracy.  
\- Manage the end-to-end Lead-to-Cash process, driving contract signing, invoicing, and timely payment collection.  
\- Develop account strategies and a Target Account List covering leading banks, digital banks, P2P lenders, 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 similar methodology, and provide rolling sales forecasts.  
\- 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 needs into compelling product value propositions.  
\- Develop plans to expand product adoption within existing accounts, growing customers from 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.  
\- 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.  
\- Develop and manage local channel and ecosystem partners, including system integrators (SIs), cloud providers, and consulting firms to expand customer reach.  
\- Represent company at industry exhibitions, association events, and customer activities to strengthen brand and professional reputation in Indonesia's risk decisioning market.  
\- 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.  
  
Role requirements  
\- 6-10 years B2B sales experience with direct ownership of sales quotas and demonstrable track record of exceeding targets  
\- Based in Jakarta, Indonesia with legal authorization to work in Indonesia  
\- Fluent in Mandarin Chinese with business-level English proficiency  
\- Experience selling software to financial services industry  
\- Bachelor's degree or above  
\- Experience managing complex B2B sales with long sales cycles, tender processes, and POC-led deal conversion  
\- Excellent consultative selling and executive communication skills with ability to engage C-level executives  
\- Proficiency in pipeline management, sales forecasting, and CRM tools

## Apply

[Apply at Fuku](https://apply.workable.com/fuku/j/91FEBF93AD/apply)

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