Head of Sales Strategy

About The Role

If you’re looking for a place with dynamic, high analytical thinking and have a passion to grow the industry by leveraging the digital platform/technology, look no further. As the Head of Sales Strategy, you will be the brain and key motor to the motion of the greater sales team. You will be responsible for leading the team that supports the merchant-facing team by developing sales OKR, go-to-market strategy, as well as sales motions and building blocks to support merchant-facing teams to reach their targets. You will work very closely with the product business teams to ensure that the respective product and company objectives are met.

• Design the overall end-to-end sales strategy which includes go-to-market (GTM) strategy and implied sales motions / incentives system.
• Define OKR & building blocks for the entirety of the nationwide sales team (Enterprise & Small Medium Business teams) to ensure that company objectives are met - working closely with the product teams (including but not limited to GoFood, GoMart, GoCorp and GoPay).
• Set sales targets in areas like product mix, sales volume, and market shares.
• Track OKR & performance of the overall greater sales team (Enterprise, SMB Managed & SMB Unmanaged teams) across all products.
• Oversee the execution of sales motions / building blocks: periodic review with working and/or leadership team, provide guidance to the overall sales strategy & other relevant stakeholders.
• Establish a regular & methodical planning rhythm to ensure that both sales team structure & compensation plan are aligned to support reaching company targets. This would include merchant segmentation, sales structure review, sales earning optimization exercises, account mapping, territory planning; working together with the Head of Enterprise Sales and Head of SMB Sales.
• Become the bridge between Sales HQ & on-the-ground merchant-facing teams to ensure seamless & effective execution.

• At least 10 years of relevant work experience in strategy, preferably within mid-to-senior management level from a multinational company.
• Have strong analytical thinking and problem-solving skills using various tools and methods.
• Comfortable working under pressure in a fast-paced and ambiguous environment.
• Ability to prioritize & multitask across different initiatives (balancing breadth vs in-depth).
• Strong business sense and ability to articulate complex analysis results to a wide range of audiences and translate the results to actionable business insights.
• Have great presentation skills - especially the ability to present to senior management & leadership.
• Experienced in working with multiple stakeholders from different backgrounds with a good level of empathy.
• Fluent in Bahasa Indonesia & English.

About The Team

As Gado-Gado is to the people of Indonesia, the Sales Strategy team is to Gojek: providing the nourishment to sustain our business from the inside out. The gist of our role is to be the main liaison between our merchant-partners and our product business teams, and work to create the overall go-to-market plan and strategy for all merchant segments within Gojek. It’s our job to ensure that our solutions effectively meet the needs of our merchant-partners, reducing their daily frictions and ensuring they have a seamless, enjoyable experience using our services.

One of our recent proud moments is our success in growing merchant-partners’ business and ultimately GoFood business as well. It took a village to achieve this by closely coordinating with other relevant teams (i.e., demand generation, marketing, ads/promotech etc) on designing & executing the best construct for each merchant segment. It was an exciting journey with clear impact for our merchant-partners.

We are a highly flexible team that holds each individual accountable for their own delivery of KRs and initiatives. As a team, we’re concerned not only with the growth of the company, but each other’s personal growth and well-being, too; we enjoy bonding over our shared love of good food and hilarious memes.

About GoTo Group

GoTo Group is the largest digital ecosystem in Indonesia with its mission to “Empower Progress” by offering technological infrastructure and solutions for everyone to access and thrive in the digital economy. The GoTo ecosystem consists of on-demand transportation services, food and grocery delivery, logistics and fulfillment, as well as financial and payment services through the Gojek and GoTo Financial platforms. It is the first platform in Southeast Asia that hosts these crucial cases in a single ecosystem, capturing the majority of Indonesia’s vast consumer household.

About Gojek

Gojek is Southeast Asia’s leading on-demand platform and pioneer of the multi-service ecosystem with over 2.5 million driver partners across the regions offering a wide range of services such as transportation, food delivery, logistics and more. With its mission to create impact at scale, Gojek is committed to resolving consumer problems and raising standards of living by connecting consumers to the best providers of goods and services in the market.

About GoTo Financial

GoTo Financial accelerates financial inclusion through its leading financial services and merchants solutions. Its consumer services include GoPay and GoPayLater and serve businesses of all sizes through Midtrans, Moka, GoBiz Plus, GoBiz, and Selly. With its trusted and inclusive ecosystem of products, GoTo Financial is open to new growth opportunities and aims to empower everyone to Make It Happen, Make It Together, Make It Last.

GoTo and its business units, including Gojek and GoTo Financial ("GoTo") only post job opportunities on our official channels on our respective company websites and on LinkedIn. GoTo is not liable for any job postings or job offers that did not originate from us. You should conduct your own due diligence to prevent being victims of any fake job scams, if they did not originate from GoTo's official recruitment channels.