Chief Commercial Officer

Chief Commercial Officer — Job Description

We are a licensed Indonesian payment gateway serving merchants across e-commerce, fintech, financial institutions, education, tourism, transportation, and logistics. We are hiring a Chief Commercial Officer to lead the next stage of commercial growth — broadening the merchant base, deepening partnerships across the Indonesian payment ecosystem, and reducing revenue concentration on our largest accounts.

About the Role

Reporting to the CEO, the Chief Commercial Officer (CCO) will own the company’s full commercial engine — sales, account management, business development, marketing, business activation, and customer care. The CCO’s central mandate is to grow top-line revenue while actively diversifying the merchant base, reducing the largest merchant’s contribution to below 40% of total revenue within a year, and building a scalable commercial organisation that can sustain growth beyond the founder-led phase.

Key Responsibilities

·      Commercial Strategy:

Develop and execute the company’s commercial strategy, aligning with overall business objectives and market trends in the payments industry.

 ·      Revenue Growth:

Own delivery of the company’s annual revenue target and actively reduce revenue concentration by building a diversified merchant base across segments, verticals, and deal sizes. Identify and pursue new business opportunities, partnerships, and distribution channels that broaden the revenue mix and reduce dependency on a specific merchant.

 ·      Sales Leadership:

Lead the Merchant Acquisition (hunter) team to win new merchants across target segments — including e-commerce platforms, fintechs, financial institutions, education, tourism, transportation and logistics — with a deliberate strategy to broaden the portfolio. Lead the Merchant Partnership / Farming team to grow wallet share, transaction volume, and tenure within the existing merchant base, with named account plans for top merchants and a clear playbook for mid-tail growth.

 ·      Business Development & Strategic Partnerships:

Lead the BD team to build and scale strategic partnerships — including banks, e-wallets, aggregators, PSPs, platforms, and channel partners — that open new distribution, new payment methods, and new merchant segments not reachable through direct sales.

 ·      Marketing Oversight:

Oversee marketing and branding initiatives to enhance the company’s visibility, reputation, and value proposition in the marketplace.

 ·      Customer Care & Business Activation:

Drive merchant time-to-first-transaction and ramp-to-steady-state through the Business Activation team, and ensure exceptional post-go-live experience and retention through the Customer Care team. Own activation rate and churn as primary health metrics for the installed base.

 ·      Product Collaboration:

Work closely with product and technology teams to ensure commercial feedback informs product development and market fit.

 ·      Market Analysis:

Monitor competitive landscape, payment trends, and regulatory changes to inform strategic decisions and maintain a competitive edge.

 ·      Financial Management:

Set and manage departmental budgets, forecasts, and key commercial metrics to align with company financial goals.

Key Performance Indicators

The CCO will be measured on, at minimum:

·       Total revenue and gross profit vs. annual target and other metrics such as transaction counts and transaction volume.

·       Revenue concentration: reduce the largest merchant’s contribution to below 40% of total revenue, with year-on-year reduction targets for the top 5 and top 10 merchants.

·       New merchant acquisition: number of merchants signed, signed-TPV (total payment volume), and segment mix.

·       Activation: % of signed merchants live within target window, and time-to-first-transaction.

·       Existing-base growth: net revenue retention and same-merchant TPV growth.

·       Partnership-sourced revenue: % of new revenue originated through BD partnerships vs. direct sales.

·       Merchant churn rate.

·       Commercial team productivity and resignation rate.

Qualifications & Requirements

Experience

·       15+ years of progressive commercial leadership experience, with at least 5 years in a senior leadership role (VP, SVP, CCO, or Country GM).

·       Proven track record in payments, fintech, banking, e-commerce enablement, or a closely adjacent industry. Direct payment gateway, acquiring, or PSP experience strongly preferred.

·       Demonstrated ownership of an annual revenue target of comparable scale, with evidence of hitting or exceeding it for multiple consecutive years.

·       Experience leading a commercial organisation of 30+ people across multiple sub-functions (acquisition, account management, marketing, BD, service).

·       Proven success diversifying a customer / revenue base — specifically, reducing concentration on an anchor customer while continuing to grow overall revenue.

·       Deep network across Indonesia’s payments ecosystem — banks, e-wallets, aggregators, large enterprise merchants, and key e-commerce / fintech platforms.

·       Experience working with regulators (Bank Indonesia, OJK) and within Indonesia’s payment licensing framework is a strong plus.

Education

·       Bachelor’s degree required; MBA or equivalent postgraduate qualification preferred.

Language

·       Fluent in Bahasa Indonesia and English (written and spoken). Basic Mandarin (written and spoken) is a plus.

Leadership Competencies

·       Strategic thinker who can translate company strategy into quarterly commercial plans and weekly team execution.

·       Data-driven — comfortable operating from a commercial dashboard and holding teams accountable to leading indicators, not just lagging revenue.

·       Strong executive presence and credibility with C-level counterparts at enterprise merchants and partner banks.

·       Builder mindset — able to design playbooks, comp plans, and operating cadences for a scaling commercial org, not only to manage an established one.

·       High ownership and bias for action; comfortable in a fast-moving, founder-led environment.

·       Coach and talent magnet — able to upgrade the existing team, hire senior leaders into the six sub-functions, and develop successors.