Role Purpose:
We are seeking a driven and strategic Senior Sales Manager to lead B2B sales execution in a high-growth environment. The ideal candidate has a proven track record in building and maintaining a strong pipeline, closing high-velocity or high-ARR deals, and delivering consistent revenue results. This role requires a strong customer orientation, accurate forecasting capabilities, and deep knowledge of sales qualification methodologies. You will play a critical role in driving growth while acting as the voice of the customer within the organization.
Responsibilities:
- Pipeline Management & Forecasting
- Build, maintain, and continuously optimize a healthy and qualified sales pipeline
- Ensure forecast accuracy through disciplined pipeline reviews, deal inspection, and use of qualification frameworks
- Use CRM and forecasting tools to deliver timely and accurate sales projections
- Sales Qualification & Deal Execution
- Apply structured qualification methodologies such as MEDDIC, BANT, or SPICED to prioritize high-quality opportunities.
- Own the full sales cycle, from lead generation to closing, with a focus on high-velocity deals or high Annual Recurring Revenue (ARR) contracts
- Execute account strategies to drive conversion and expand footprint within target accounts
- Customer-Centric Approach
- Champion a deep understanding of customer needs and business challenges
- Develop trusted advisor relationships with decision-makers and influencers
- Customize solutions that deliver measurable impact and long-term value
- Cross-Functional Collaboration & Customer Voice
- Represent the voice of the customer by sharing insights and feedback with product, marketing, and operations teams
- Partner with internal stakeholders to improve sales enablement, product-market fit, and customer satisfaction
- B2B Sales Process Excellence
- Drive adherence to standard B2B sales processes and best practices
- Consistently meet or exceed performance metrics and KPIs
- Continuously improve sales strategy through analysis, data, and feedback
- Sales Reporting: Analyze sales data and metrics to track performance and provide regular reports to senior management
- Networking: Represent OnlinePajak at industry events, conferences, and meetings to enhance brand visibility and establish new business opportunities.
Requirements
- Bachelor’s degree in Business Administration, Marketing, or a related field; Masters Degree is a plus
- 5+ years of experience in sales, account management or customer success, preferably in the SaaS or technology sector. In addition 2+ years of experience in a Managerial position
- Proven track record of meeting or exceeding sales targets
- Strong leadership and team-building skills with a focus on coaching and development
- Excellent communication and negotiation skills, with the ability to engage and influence stakeholders at all levels
- A deep understanding of the Indonesian tax landscape and regulatory environment is a plus
- Proficient in CRM software and sales analytics tools.