GreenSM is Indonesia's first EV ride-hailing company, on a mission to make everyday mobility cleaner and more accessible. We're looking for a Sales Director to lead commercial growth across two core engines of our marketplace: driver-partner (supply) acquisition and retention, and rider/corporate demand growth. This is a senior leadership role responsible for scaling GreenSM's presence across Indonesian cities, building strong partner and B2B relationships, and driving sustainable, profitable growth in a fast-moving, two-sided marketplace.
The ideal candidate has led sales or marketplace growth teams in ride-hailing, e-commerce, or other on-demand platforms, and understands how to balance supply (drivers/fleet), demand (riders/corporate accounts), and unit economics.
Key Responsibilities
Strategy & Marketplace Growth
- Own the Indonesia commercial strategy across both sides of the marketplace: driver-partner supply and rider/corporate demand.
- Set city-by-city growth plans (launch, scale, saturation) balancing supply and demand to protect marketplace health (utilization, wait times, driver earnings).
- Track EV-specific market dynamics — charging infrastructure availability, government EV incentives, competitor ride-hailing pricing — and adapt strategy accordingly.
Driver-Partner Acquisition & Fleet Growth
- Lead recruitment, onboarding, and retention strategy for EV driver-partners, including owned-fleet and partner-owned vehicle models.
- Build partnerships with EV leasing companies, fleet operators, and financing providers to expand driver supply and vehicle access.
- Design and manage driver incentive programs to hit supply targets while protecting margins.
Demand Generation & B2B/Corporate Sales
- Drive rider growth in partnership with Marketing, and directly own B2B/corporate account acquisition (corporate travel accounts, employee shuttle programs, government and NGO partnerships for green mobility).
- Negotiate and manage contracts with enterprise clients, corporate partners, and institutional accounts.
- Explore adjacent revenue streams (advertising on vehicles, logistics/delivery partnerships) where relevant to the ride-hailing platform.
Revenue & Unit Economics
- Own the Indonesia commercial P&L, including gross bookings, take-rate, driver incentive spend, and contribution margin per ride.
- Set and manage targets/forecasts for rides, active drivers, active riders, and revenue; report performance to regional/global leadership.
- Partner with Finance/Data teams to continuously optimize pricing, incentives, and promotions for marketplace efficiency.
Team Leadership
- Recruit, lead, and develop a high-performing commercial team (Sales Managers, Driver Acquisition Leads, B2B/Corporate Sales Managers).
- Set clear KPIs (driver supply growth, rider retention, B2B revenue, city-level marketplace health) and build a strong execution culture.
- Manage headcount planning across current and new city launches.
Cross-functional Collaboration
- Work closely with Operations (driver support, EV charging/fleet ops), Marketing, Product, and Data/Analytics to align growth targets with platform capacity and rider/driver experience.
- Feed market and driver/rider insights back to Product and Regional teams (app features, pricing models, EV vehicle specs, charging network gaps).
Compliance & Governance
- Ensure all sales, driver-partner, and B2B contracting practices comply with Indonesian transport/ride-hailing regulations, labor/partnership laws, and GreenSM's internal policies (anti-bribery, data protection, conflict-of-interest).
- Maintain accurate reporting and documentation for internal audit and regional leadership review.
Requirements
Experience
- 10+ years of progressive sales/commercial experience, with at least 4–5 years in a senior leadership role (Sales Director, Country/City Manager, or Head of Commercial/Marketplace).
- Proven experience in ride-hailing, on-demand mobility, logistics, or another two-sided marketplace platform. EV industry exposure is a strong plus.
- Track record of scaling driver-partner or gig-worker supply networks, and/or leading B2B/corporate sales in Indonesia.
- Experience managing marketplace P&L, incentive budgets, and unit economics (not just topline revenue).
Market Knowledge
- Strong understanding of Indonesia's ride-hailing competitive landscape, driver economics, and relevant transport regulations.
- Familiarity with Indonesia's EV ecosystem (charging infrastructure, incentives, leasing/financing options) is highly valued.
- Existing network of driver community leads, fleet/leasing partners, or corporate mobility buyers in Indonesia is a strong advantage.
Leadership & Skills
- Demonstrated ability to lead teams that manage both supply-side (driver) and demand-side (rider/B2B) growth.
- Strong negotiation, partnership, and stakeholder management skills (fleet operators, corporates, government bodies).
- Data-driven approach to decision-making — comfortable working with marketplace metrics (utilization, churn, CAC/LTV, contribution margin).
- Comfortable operating in a fast-paced, high-growth startup/scale-up environment with frequent iteration.
Education & Language
- Bachelor's degree in Business, Marketing, Engineering, or related field; MBA is a plus.
- Fluent in Bahasa Indonesia and English (written and spoken).
Legal & Eligibility
- Must be legally eligible to work in Indonesia, or eligible for Company sponsorship/support under applicable local law and policy.
- Must meet GreenSM's standard pre-employment screening requirements for overseas-market leadership roles (background, reference, conflict-of-interest, and compliance checks).