Head of Sales - IT

About the Client

Our client is a fast-growing technology solutions and IT consulting company based in Indonesia, specializing in enterprise digital transformation. Their core offerings include AI-driven Transport Management Systems (TMS), Enterprise Resource Planning (ERP) implementations, custom financial automation (including PSAK 73 compliance), and enterprise supply chain solutions.

They enable mid-to-large enterprises across manufacturing, logistics, retail, and FMCG sectors to streamline complex operations, optimize fleet management, and accelerate digital adoption.

Role Overview

On behalf of our client, we are seeking a strategic, results-driven Head of Sales to lead their commercial expansion across Indonesia and the broader region. In this leadership role, you will be responsible for defining the enterprise go-to-market (GTM) strategy, driving revenue targets for software subscriptions and consulting projects, and building a high-performing B2B enterprise sales team.

Key Responsibilities

Strategic Commercial & Revenue Leadership

• Drive Revenue Growth: Formulate and execute the master commercial strategy to achieve annual target revenue across software subscriptions (SaaS), custom implementations, and IT consulting services.
• GTM & Market Expansion: Identify and capitalize on key growth opportunities across logistics, manufacturing, retail, and supply chain sectors in Indonesia.
• Pipeline Management: Establish rigorous pipeline management, sales metrics, and forecasting frameworks for executive reporting.

Enterprise Deal Execution & Client Relations

• Close Key Accounts: Lead high-value negotiations and close enterprise-grade contracts with C-level executives (CEOs, CFOs, COOs, CIOs).
• Consultative Value Selling: Translate complex operational pain points (fleet inefficiencies, financial automation, ERP alignment) into compelling, tailored technology solutions.
• Strategic Ecosystem Alliances: Build strategic relationships with software platform partners, cloud vendors, and integration networks to drive co-selling opportunities.

Team Leadership & Execution

• Build & Scale the Sales Team: Recruit, mentor, and lead a high-performing team of Account Executives, Business Development Managers, and Presales Consultants.
• Optimize Sales Operations: Implement scalable B2B sales methodologies, standard operating procedures, and incentive structures to enhance productivity.
• Cross-Functional Collaboration: Partner closely with Product Development, Project Delivery, and Customer Success teams to ensure smooth deployment and high client retention.

Requirements & Qualifications

• 8+ - 10 Years of B2B Tech Sales Leadership: Proven track record of leading sales teams in Enterprise Software, SaaS, Supply Chain Tech, or IT Consulting within Indonesia.
• Domain Expertise: Strong background selling complex business software solutions such as ERP platforms, Transport Management Systems (TMS), Logistics Tech, or Financial Automation software.
• Established Industry Network: Strong network of contacts and existing relationships with executive decision-makers in Indonesian manufacturing, logistics, FMCG, and enterprise retail sectors.
• Bilingual Proficiency: Fluent in Bahasa Indonesia and English (written and spoken) for enterprise pitches and executive reporting.
• Commercial Strategy & Deal Structuring: Demonstrated experience in structuring complex, multi-year software implementation contracts and recurring SaaS agreements.

Preferred Qualifications

• Experience with multi-module ERP platforms and fleet/logistics management software ecosystems.
• Bachelor's or Master's degree in Business, Information Technology, Engineering, or a related field.

What the Client Offers

• Competitive executive base salary with a performance-driven commission structure.
• Leadership bonus and long-term performance incentives.
• Comprehensive health and wellness benefits.
• Hybrid work arrangements and continuous professional development opportunities.
• High-impact leadership position driving enterprise software adoption across Indonesia.