Strategic Account Manager

About this role

Xendit is an enterprise payments platform powering complex financial operations across Southeast Asia and global markets. We provide a unified API layer combining payment processing, global payouts, localized FX, identity compliance, and fraud protection.

As a trusted financial partner backed by top-tier global investors, Xendit processes high-throughput transaction flows for leading global platforms including Meta, Traveloka, ByteDance, Wise, and Grab, building resilient payment infrastructure to drive regional commerce forward.

About the Job

We are seeking a highly motivated and strategically-minded Account Manager to own and grow our regional/global enterprise portfolio, based in our Jakarta office, working in a hybrid model. This position is dedicated to our most complex and high-value enterprise clients — primarily cross-border e-commerce leaders, global SaaS platforms, and large-scale financial institutions across Indonesia and the wider APAC region.

You’ll join Xendit’s Enterprise Account Management team, working closely with Go-to-Market, Product, Engineering, Compliance, Legal, Operations and Risk leadership. You will not just manage accounts — you will architect growth.

Minimum Qualifications

• 5+ years of B2B account management or strategic sales experience in financial services, fintech, or payments.
• Consistent track record of meeting or exceeding revenue targets, ideally in a role with direct P&L, book-of-business, or portfolio revenue ownership.
• Experience managing and growing revenue within large and complex enterprise accounts.
• You understand the needs of international cross-border merchants and the cultural nuances of doing business across APAC markets. Familiarity with the APAC region is essential.
• Professional proficiency in both English and Bahasa Indonesia.
• 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 can present persuasively in the boardroom, and translate complex payment concepts for executive audiences.
• Data-Led & Analytical: You make decisions based on data, not gut feel. You can analyze transaction patterns to identify risk and untapped potential.
• 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.⁠ ⁠Strategic Portfolio Growth & Revenue Ownership
• Own the full P&L for a portfolio of key enterprise accounts. Drive revenue and transaction volume through upselling, cross-selling (payment acceptance, payouts, platform business) and 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.
• 2.⁠ ⁠Executive & Multi-Stakeholder Relationship Building
• Build and nurture C-level relationships (CEO, CFO, CPO, CTO) within your accounts. Understand their strategic objectives and align Xendit’s roadmap to solve their core business challenges.
• Lead client 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 client buy-in and consensus.
• 3.⁠ ⁠Cross-Functional Influence
• Bring your clients’ needs back to Xendit, informing and influencing our product roadmap and strategy.
• Partner with cross-functional teams (Product, Solution Engineering, Compliance, Legal, Risk) 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. Act as a subject matter expert on cross-border flows between Xendit markets in APAC.
• Identify synergies between Xendit’s licensed infrastructure and the specific needs of enterprises expanding into the region.
• Why Join Xendit?
• 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.
• Xendit is an equal opportunity employer. We welcome applicants from all backgrounds and are committed to building an inclusive team where everyone can do their best work.