КитайBusiness Development Manager | APAC
1 мес. назад
КитайMiddle
salesforce
Drive net-new merchant acquisition across APAC, focusing on China-headquartered companies expanding internationally.
Обязанности
- Build and manage a net-new merchant pipeline across target verticals — Gaming, Online Retail, Mobility, SaaS, Streaming, and Entertainment — with a focus on accounts that have a clear multi-market expansion thesis.
- Prospect, qualify, and advance deals from first contact through signed contract, with rigorous stage discipline tracked in Salesforce.
- Navigate multi-stakeholder merchant structures: many target accounts (e.g. Chinese companies expanding into LATAM) require parallel engagement with China HQ, regional business teams, local legal/finance, and treasury — you will map and manage all of them.
- Own deal strategy for complex, multi-country opportunities, including phased go-live approaches (e.g. launching Argentina first while tax assessments clear in CL/CO/PE), and work cross-functionally with Legal, Tax, Compliance, and Product to unblock deals.
- Develop territory and vertical strategies identifying where has the strongest competitive angle and where stronger pipeline coverage is still needed — particularly in MEA, SEA, and India.
- Collaborate with country and regional teams to facilitate introductions between merchant China headquarters and local subsidiary stakeholders that BD cannot access directly.
- Maintain accurate pipeline forecasting in Salesforce, including honest probability assessments and clear next actions for each deal stage.
- Collaborate closely with the internal Key Account Management team to have warm hand-overs for accounts that need to be transferred after the initial period, with a full deal brief, relationship map, and activation plan — and monitor post-signing go-live to ensure committed GP materializes.
Требования
- Hunter mentality with strategic depth. You are energized by opening new accounts and building pipeline from scratch. But you also understand that the biggest deals — multi-country, multi-year — require a thoughtful, multi-stakeholder strategy, not just activity volume. You know when to push and when to play a longer game.
- Ability to drive deals through blockers, such as legal bandwidth, KYM friction, multi-department business case review loops, and taxation assessments across markets. You have encountered these before, and you know how to unstick them — either by escalating internally or by restructuring the commercial approach.
- Geographic range and regional curiosity. LATAM is the core market, but the next phase of BD growth runs through new Growth markets like MEA, SEA, and India. You are genuinely curious about these markets, can build a thesis for why a specific merchant should expand there, and are comfortable prospecting in regions where is less established.
- Vertical credibility in at least two of: Gaming, Online Retail, Mobility, SaaS, Streaming, or Entertainment. You understand the business model, unit economics, seasonal dynamics, and payment complexity specific to those verticals — and can translate that into a relevant commercial pitch.
- Resilience and composure in ambiguity. Deals stall. Merchants deprioritize markets. Tax assessments take longer than expected. You stay productive under uncertainty and know how to maintain momentum without losing the relationship.
- Pipeline discipline. You treat Salesforce as a source of truth, not a formality. Your stage assessments are honest, your next actions are specific, and your forecasts reflect reality.
- Ownership through activation. You don't consider a deal done at contract signing. You track post-signing integration timelines and volume migration, and escalate proactively if a signed account isn't converting — because committed GP that doesn't activate is a miss.
Другое
- is looking for a Business Development Manager to drive net-new merchant acquisition across the China commercial organization, with a focus on China-headquartered companies expanding into Latin America, Southeast Asia, Middle East & Africa, India and other growth markets that is about to operate. This is a pure hunter role — you will be responsible for opening doors, building pipeline from scratch, and closing first contracts with strategic and enterprise-tier merchants across high-priority verticals.
- The China BD pipeline is growing fast, but the next wave of growth depends on new deals opened today. You will be the engine of that next wave. To succeed here, you need the ability to identify the right account, map complex internal stakeholder structures across merchant organizations, and close deals that span multiple countries and product lines simultaneously.
- Mandarin as a native language; fluent English.
- 7+ years in business development or new logo sales, with a demonstrated track record of closing net-new enterprise accounts — not just managing existing portfolios.
- Deep knowledge of the payments landscape: processing flows, card schemes, local alternative payment methods, chargeback and fraud dynamics, and how these differ across LATAM, SEA, MEA, and India.
- Proven experience managing deals with long, complex cycles — multi-department merchant approvals, multi-country tax and regulatory assessments, and incumbent displacement situations.
- Comfortable working independently on greenfield accounts: you can build a relationship from zero, develop a commercial thesis, and drive to close without a warm handoff.
- Strong analytical mindset: you use data to prioritize your pipeline, build a business case, and challenge assumptions — internally and externally.
- Bachelor's degree in Business, Economics, Finance, or related field.
- Overseas living or working experience strongly preferred — comfort navigating cross-cultural and cross-timezone commercial dynamics is essential.
- Flexible working hour to accommodate China, LATAM, SEA, and MEA time zone overlap.
- Spanish, English, and Portuguese classes;
- WAVES - Program of goals and results (variable compensation);
- Education: financial support for undergraduate, graduate, and MBA programs so you can develop important skills for your career;
- Skills: budget for workshops and courses;
- Flexible: Birthday Day Off;
- Big dream. Results-driven. Team player. That's the kind of person who fits the culture — and this role specifically.
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