ABOUT THE COMPANY

Our client is a fast-growing technology company developing AI-powered platforms to support SMEs in managing operations, sales, and financial processes more efficiently. The company is building a strong ecosystem of digital solutions aimed at driving business growth and transformation across Southeast Asia.

ROLE OVERVIEW

We are looking for a strategic and results-driven Head of Commercial & Business Development to lead overall commercial growth, including SaaS sales, B2B channels, and strategic partnerships.

This role will be responsible for building and scaling high-performing Sales & BD teams, driving revenue growth, expanding market presence, and developing long-term partner ecosystems. The position plays a key role in the leadership team and owns the full commercial P&L.

KEY RESPONSIBILITIES

1. SaaS Sales & Revenue Growth

• Develop and execute end-to-end SaaS sales strategies across SME and enterprise segments
• Drive revenue growth (ARR/MRR), customer value expansion, and retention
• Optimize the full sales funnel from lead generation to post-sales expansion
• Monitor and improve sales performance metrics (pipeline, conversion rate, sales cycle, CAC, etc.)
• Build tailored go-to-market strategies for different customer segments

2. Business Development & Partnerships

• Identify and develop strategic partnerships (channels, integrations, financial institutions, etc.)
• Design and manage partner programs, including co-selling and revenue-sharing models
• Optimize partner performance and ensure long-term commercial value
• Manage channel conflicts and align partner strategies

3. Team Leadership & Development

• Build, lead, and scale Sales & BD teams
• Establish KPIs and incentive schemes aligned with business goals
• Drive team performance through coaching, training, and performance management
• Foster a data-driven, accountable, and customer-centric culture

4. Commercial Strategy & Collaboration

• Work closely with Product, Marketing, and Finance to align business strategies
• Lead pricing, promotions, and competitive positioning
• Contribute to company strategy and executive-level decision-making
• Analyze market trends and continuously refine commercial approaches

REQUIREMENTS

Must-have

• 10+ years of experience in Sales / Commercial / Business Development leadership
• Strong background in one of the following: fintech, financial services, banking, or SME-focused businesses
• Proven track record in building and scaling sales/BD teams
• Solid understanding of SaaS business models and B2B sales
• Experience in developing and executing go-to-market strategies
• Strong leadership, communication, and stakeholder management skills
• Bachelor's degree in relevant fields (MBA is a plus)

Nice-to-have

• Experience in high-growth startups or SaaS environments
• Familiarity with SaaS metrics (ARR, MRR, CAC, etc.)
• Experience working with SMEs or financial institutions
• Understanding of multi-channel sales models and partnerships
• Good English communication skills

COMPENSATION & BENEFITS

• Attractive salary package with performance-based incentives and potential ESOP
• Key leadership role with strong impact on business growth
• Opportunity to build and scale teams from an early stage
• Dynamic and collaborative working environment
• Full benefits package in compliance with labor regulations
• Additional perks: allowances, bonuses, and team activities