Xendit - Account Manager
Requirements
• 3+ years of B2B account management or strategic sales experience in financial services, fintech, or payments • Proven track record of consistently growing revenue within accounts. Experience managing global accounts is a strong plus • Familiarity with the Malaysian or Thai market, as well as the broader regional landscape, is essential. You understand the needs and cultural nuances of merchants across local markets, Southeast Asia, and Greater China. • Core Competencies: • Builder & Founder-Like Mentality: You thrive in “zero-to-one” environments. You are hands-on, take full ownership, and are relentless in removing blockers for your clients and your team • Exceptional Communicator: You possess professional proficiency in Chinese and English. You can persuasively present to key stakeholders in Malaysia/Thailand and Greater China, and collaborate effectively with internal teams Globally. • Data-Led & Analytical: You make decisions based on data, not gut feel. You can analyze transaction patterns to identify untapped potential and risks merchant may face • Attributes We Value: • Hustle with Integrity: You move fast, but you build trust through transparency and reliability • Curiosity: You constantly ask “why” and dig deep to understand the root problem, not just the surface request • Resilience: You are undeterred by long sales cycles and complex procurement processes
Responsibilities
• 1. Portfolio Growth & Revenue Ownership • Own the full P&L for a portfolio of accounts. Drive revenue and transaction volume through upselling, cross-selling (Pay-in, FX, payouts) and new use case expansion. • Develop and execute comprehensive 12-18 month account plans for each major client, articulating clear growth strategies and proactively managing churn risk • Consistently exceed revenue targets by focusing on high-impact input metrics and maintaining a clean, accurate pipeline in Salesforce • 2. Executive & Multi-Stakeholder Relationship Building • Build and nurture C-level relationships (CEO, CFO, Head of Product, CTO) within your accounts. Understand their strategic objectives and align Xendit’s roadmap to solve their core business challenges • Lead Quarterly Business Reviews (QBRs) and executive business reviews, providing data-driven insights and demonstrating clear ROI • Serve as the trusted advisor and single point of contact, navigating complex organizational structures to secure buy-in and consensus • 3. Cross-Functional Influence • Partner with internal teams (Product, Marketing, Engineering, Compliance, Legal) to bring the our clients’ needs back to the organization, influencing our product roadmap and regional strategy • Work closely with the Account Executive and Customer Success teams to identify and scope net-new opportunities, bridging the gap between commercial terms and technical feasibility • 4. Market Intelligence & Local Expertise • Stay ahead of regulatory shifts and payment trends in Southeast Asia. Act as a subject matter expert on cross-border flows between Southeast Asia and CN/HK • Identify synergies between Xendit’s 7-market licensed infrastructure and the specific needs of Thailand expanding into the region • Do whatever it takes to make Xendit succeed!
Benefits
• Impact at Scale: You won’t be a small cog in a giant machine. You will own a significant book of business that directly impacts Xendit’s regional growth. • Licensed Infrastructure: Sell more than just a gateway. You have acquiring, remittance , banking, VASP, and lending licenses as your arsenal. • Culture of Builders: We are a team of doers. We hire people who want to build, not just maintain. • Accelerated Career Growth: We promote from within and offer high-visibility projects with direct exposure to global leadership.
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