About the Job

As a Senior Business Development, you will be at the forefront of Paper.id’s growth strategy, focusing on expanding our payment solutions footprint. In this role, you will take ownership of acquiring and nurturing enterprise-level merchants, with a strong focus on the dynamic OTA (Online Travel Agencies), Hospitality, and Travel ecosystems.

This is a high-impact, hybrid role where you will act as a strategic Hunter (60-70%) to unlock new revenue streams and complex B2B payment setups (such as split payments and booking engine integrations), as well as a dedicated Farmer (30-40%) ensuring long-term success and growth for our strategic partners. If you thrive in a fast-paced fintech environment, possess deep product competency in payment gateways, and love building meaningful business relationships, this role is for you.

Experience & Background

• Minimum of 3–5 years of proven experience in Sales, Business Development, or Account Management within the Payment Gateway / Fintech / Merchant Acquiring industry.

• Must possess a strong active network and proven track record within specific industries, particularly OTA (Online Travel Agencies), Hospitality, Travel, and other B2B sectors.

• Proven capability in managing, pitching, and acquiring corporate merchants ranging from SME to Enterprise levels.

• Strong experience in handling end-to-end solutioning processes during the pre-sales stage.

Technical & Product Competency

• Hands-on experience handling end-to-end online payment use cases, ranging from moderate to highly complex setups (e.g., split payments, booking engine integrations, recurring billing).

• Deep familiarity with Card Payments (Credit/Debit Card) use cases, chargeback mitigation, and current industry trends.

• Possess a solid basic technical understanding of payment gateway integration (e.g., API structures, webhooks, and SDKs).

• Good awareness of financial regulations (Bank Indonesia / OJK compliance) related to digital payments and merchant onboarding rules.

Role & Mindset

• Hunter Mindset (60-70%): Proactive in pipeline generation, cold pitching, and closing new merchant acquisitions within the target B2B/Travel ecosystem.

• Farmer/Maintain Mindset (30-40%): Act as a strategic partner to ensure existing merchants succeed by driving upselling/cross-selling initiatives, ensuring retention, and optimizing key performance metrics (e.g., payment success rates).

• Cross-Functional Collaborator: Ability to navigate internally and coordinate with Product, Risk, Legal, and Operations teams to deliver tailored solutions for enterprise clients.

• Commercial Acumen: Strong capability in financial negotiation, understanding MDR pricing structures, and calculating business profitability margins.