Job description for Merchant Acquisition Manager at Faspay
The Merchant Acquisition Manager is responsible for acquiring large, strategic merchants for our Indonesian payment gateway across industries namely, financial services, transportation, education, e-commerce, marketplace, retail and tourism. The role requires the full end-to-end sales capacity as a hunter and a nurturing function — starting from seeking for new leads, approaching, prospecting and closing the deal with a creative deal origination through commercial negotiation, and handling the following paperwork inside the sales cycle — and is expected to navigate complex merchant organisations, build executive relationships mainly to Top Level officials, and consistently close large enterprise-scale deals in a fast-paced environment.
Reports to: Senior Merchant Acquisition Manager, under the Chief Commercial Officer.
Responsibilities:
- Pipeline Strategy: Build and execute a target pipeline list across the following industries (financial services, transportation, education, e-commerce, marketplace, retail and tourism — other industries may also be pursued) by prioritising large merchants with material payment volume and developing a tailored acquisition plan for each.
- Deal Origination: Creatively identify and open sales opportunities with large merchants through outbound prospecting, executive networking, industry events, partner referrals, and competitive displacement — not relying on inbound leads.
- Commercial Negotiation: Lead complex, multi-stakeholder commercial negotiations — pricing (MDR), commercial terms, SLAs, and contract structure — to close large-merchant deals preserving profitability and long-term value for the company.
- Stakeholder Navigation: Map and engage decision-makers and influencers across complex merchant organisations namely finance, product, technology, operations, and C-level to build consensus and drive deals to close.
- Cross-functional Collaboration: Work closely with product, marketing, integration, and account management teams to scope solutions, address merchant requirements during the sales cycle, and ensure smooth handover post-signing.
- Executive Engagement: Build and maintain trusted relationships with C-levels and senior decision-makers at target merchants throughout the sales cycle, positioning the company as a strategic payments partner.
- Portfolio Diversification: Acquire new large merchants to diversify the company's merchant base and reduce dependency on current top merchants to below 40% of total payment volume, measured by signed merchants, processed payment volume, and net new revenue.
Qualifications:
Educational Background: A bachelor's degree in business, marketing, communications, or a related field is typically required. An MBA or advanced degree is a plus.
Experience: Minimum 7+ years in B2B enterprise sales or merchant acquisition, with a demonstrable track record of closing large and complex deals in payments, fintech, banking, or SaaS sold to enterprises in Indonesia.
Market & Industry Knowledge: Deep understanding of the Indonesian payments landscape and existing networks in at least two of the following verticals: fintech, financial services, transportation, education, or tourism.
Technical Skills: Strong working knowledge of payment gateway products, payment methods used in Indonesia (QRIS, virtual accounts, e-wallets, cards), and the ability to discuss API-based integration approaches credibly with merchant technical teams.
Location: Based in Jakarta with a hybrid working arrangement; willing and able to travel outside Jakarta when required for meetings.
Language: Fluent in Bahasa Indonesia and English (spoken and written). Working proficiency in Mandarin (spoken and written) is a plus.
Communication: Excellent verbal and written communication skills to effectively convey ideas, negotiate terms, and build relationships with merchants and internal teams.
Creative Selling: Ability to find non-obvious paths into target accounts — unconventional outreach, partnership angles, deal structures, and value propositions tailored to each merchant's business to find win-win solutions for each party.
Resilience & Drive: Self-motivated, proactive & resourceful, possesses strong analytical and problem-solving skills, comfortable working at a fast pace under pressure, and able to stay focused on closing through long sales cycles, rejection, and stalled deals.
Negotiation: Skilled in negotiating terms and conditions that align with both merchant expectations and company objectives.
Pipeline Discipline: Strong organisational skills to manage 20+ active enterprise opportunities at different stages simultaneously, with rigorous CRM hygiene and accurate forecasting.
Interpersonal Skills: Strong interpersonal skills to build rapport, gain trust, and maintain positive relationships with merchants and colleagues.
Vertical Agility: Ability to quickly learn the business models, pain points, and buying processes of different industries and tailor the pitch accordingly.
Commercial Acumen: Strong grasp of merchant economics, payment unit economics, and pricing structures — able to construct deals that win without giving away margin.
