Senior Business Development

About the Job As a Senior Business Development , you will be at the forefront of Paper.id ’s growth strategy, focusing on expanding our payment solutions footprint. In this role, you will take ownership of acquiring and nurturing enterprise-level merchants, with a strong focus on the dynamic OTA (Online Travel Agencies), Hospitality, and Travel ecosystems. This is a high-impact, hybrid role where you will act as a strategic Hunter (60-70%) to unlock new revenue streams and complex B2B payment setups (such as split payments and booking engine integrations), as well as a dedicated Farmer (30-40%) ensuring long-term success and growth for our strategic partners. If you thrive in a fast-paced fintech environment, possess deep product competency in payment gateways, and love building meaningful business relationships, this role is for you. Experience & Background Minimum of 3–5 years of proven experience in Sales, Business Development, or Account Management within the Payment Gateway / Fintech / Merchant Acquiring industry. Must possess a strong active network and proven track record within specific industries, particularly OTA (Online Travel Agencies), Hospitality, Travel , and other B2B sectors. Proven capability in managing, pitching, and acquiring corporate merchants ranging from SME to Enterprise levels. Strong experience in handling end-to-end solutioning processes during the pre-sales stage. Technical & Product Competency Hands-on experience handling end-to-end online payment use cases, ranging from moderate to highly complex setups (e.g., split payments, booking engine integrations, recurring billing ). Deep familiarity with Card Payments (Credit/Debit Card) use cases, chargeback mitigation, and current industry trends. Possess a solid basic technical understanding of payment gateway integration (e.g., API structures, webhooks, and SDKs ). Good awareness of financial regulations (Bank Indonesia / OJK compliance) related to digital payments and merchant onboarding rules. Role & Mindset Hunter Mindset (60-70%): Proactive in pipeline generation, cold pitching, and closing new merchant acquisitions within the target B2B/Travel ecosystem. Farmer/Maintain Mindset (30-40%): Act as a strategic partner to ensure existing merchants succeed by driving upselling/cross-selling initiatives, ensuring retention, and optimizing key performance metrics (e.g., payment success rates). Cross-Functional Collaborator: Ability to navigate internally and coordinate with Product, Risk, Legal, and Operations teams to deliver tailored solutions for enterprise clients. Commercial Acumen: Strong capability in financial negotiation, understanding MDR pricing structures, and calculating business profitability margins.