Head of Sales - Enterprise & Key Account

Buku Warung 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 Buku Warung's most strategic accounts.

• Lead, coach, and scale a team of Key Account Managers — setting performance standards, growth targets, and a culture of accountability
• Define team structure, hiring roadmap, and career development frameworks for the KAM function
• Review and mentor the team on deal structuring, account strategy, and stakeholder management
• Act as executive sponsor on strategic accounts, stepping in to drive alignment at the C-suite level

• Own the enterprise and key account revenue target — accountable for Revenue, Distribution and Volume, Activation Quality
• Design and execute Buku Pay's go-to-market strategy and ICP
• Build the commercial frameworks, deal structures, and pricing strategies that make Buku Warung the preferred partner for multi-outlet merchants
• Develop and maintain an enterprise pipeline with full visibility on stages, risks, and conversion rates

• Own the highest-value and most strategic accounts personally — building deep, multi-level relationships from ops teams to the boardroom
• Drive large-scale outlet activation through HQ-led initiatives and coordinated regional execution
• Identify expansion opportunities within existing accounts and lead structured account growth plans
• Resolve escalations and commercial disputes at a senior level, protecting long-term relationships

• Build and institutionalize the KAM playbook — from prospecting and pitching to onboarding and expansion
• Establish CRM hygiene standards, reporting cadences, and pipeline review rituals across the team
• Work with Product and Tech to feed enterprise client insights back into the product roadmap
• Partner with Finance and Ops to ensure deals are commercially sound and onboarding is fast and smooth

• Represent the Key Account function in leadership reviews, board updates, and commercial planning cycles
• Champion the voice of enterprise clients internally — translating client needs into scalable product and process solutions

• 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
• Proven track record of owning and growing enterprise or multi-outlet accounts, with demonstrable revenue and activation outcomes
• Deep commercial acumen — pricing strategy, deal structuring, MDR, margins, and P&L ownership
• Experience building or scaling a sales function, including hiring, playbook creation, and performance management
• Strong executive presence — comfortable presenting to and negotiating with C-suite stakeholders on both sides of the table
• Highly cross-functional — proven ability to align Product, Ops, Finance, and Tech behind commercial priorities
• Fluent communicator in Bahasa Indonesia and English, with sharp written and verbal presentation skills
• Experience in fintech, QRIS, digital payments, or POS solutions