Sales Development Manager - Enterprise (Payments/Fintech)

The Role & Scope

• Manage the full sales cycle, right from identifying ideal prospects, all the way to closing deals successfully.
  • Develop a list of prospects to contact on a regular basis..
  • Use a mix of outbound outreach methods, including LinkedIn/email/phone calls,  to contact prospects.
  • Meet with interested companies to understand their business, plans, priorities and requirements in detail. Then provide relevant information on how Xendit can help.
  • Engage in business and technical conversations with multiple stakeholders in order to close deals as quickly as possible.  
  • Coordinate integration and onboarding discussions/activities to help clients to start transacting on our platform.
• Propose, lead and contribute to team projects to refine our sales process.Engage with internal stakeholders (eg: product, compliance) to represent client needs and drive product strategy.
• Work with Business Solution team on new business plan to identify new business opportunities and fully qualify these opportunities using Customer Centric Selling Sales Process
• Maintains, develops and grows a rigorous pipeline, with accurate forecasting.
• Collaborates with internal stakeholders to identify cross-sell opportunities
• Captures and records customer information and sales activity data into customer relationship management (CRM) system and appropriate business systems
• Do whatever it takes to make Xendit succeed.

Outcomes

• 1 month
  • Have basic understanding on product
  • Able to have basic understanding into internal sales processes.
  • Able to use internal CRM tool
• 3 months
  • Have advanced understanding on product.
  • Able to independently lead the sales conversation (with guidance from sales lead).
  • Able to source and to build growing pipeline (starting with midmarket merchants)
  • Fit in with the team and be a team player.
• 6 months
  • Able to build strong pipeline, close deals at enterprise level (high processing volume and revenue).
  • Independent to lead own effort to success.
  • Able to work with stakeholders to unblock and to grow.
• 12 months
  • Able to showcase independence & efficiency, in terms of strategizing and managing deals.

What we’re looking for

Experience

• Have at least 5-7 years of B2B salessales experience,with a proven track record of successfully carrying quota as an individual contributor with a history of top tier performance. , with enterprise-related experience.
• Have strong presentation skills, both during in-person meetings and over conference calls.
• Take a well planned and organised approach towards all work that you do.
• Are able to understand and communicate complex information.
• Can effectively operate in a fast paced and ambiguous environment.
• Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in Enterprise Segment (Government, Conglomerate, named Brand)

Behaviors

• Are excited about prospecting and the thrill of closing sales deals.
• Have a positive and optimistic outlook, with the ability to handle setbacks and rejection.
• Believe in constantly learning and improving. This includes being open to feedback and coaching for improvement.
• Genuinely enjoy interacting with people, understanding their perspective and uncovering their pain points.

Relevant Skills

• Have prior experience in the payments industry. This will be nice to have but is not necessary.
• Is fluent in English and Indonesian (mandatory), with other languages as optional.
• Have experience in managing pipeline and CRM tools in Salesforce.