Sales Strategy Senior Associate, Enterprise and SMB

About The Role

Sales Strategy Senior Associate will support the Senior Manager in driving the overall sales strategy for nationwide sales teams, ensuring alignment with company objectives. This role involves detailed planning, execution, and monitoring of initiatives and sales performance across Enterprise and Small Medium Business (SMB) sales teams. The Senior Associate will be a key contributor to the design and optimization of sales processes, performance tracking, and go-to-market strategies.

What You Will Do

• Assist in defining OKRs and building blocks for nationwide sales teams (Enterprise & Small Medium Business) to ensure alignment with company objectives
• Support in setting sales targets, including product mix, sales volume, and market share, segmented by merchant category
• Track OKRs, initiatives, and overall sales team performance across Enterprise, SMB Managed, and SMB Unmanaged sales teams for all products
• Contribute to executing sales motions/building blocks by conducting periodic reviews and providing insights to sales strategy stakeholders
• Collaborate on planning processes to align sales team incentives structure and compensation plans with company goals, including tasks like achievement tracking and calculation
• Provide data analysis tools (performance dashboard/tracker, financial modeling, etc.) to support sales decision-making
• Maintain and update the single source of truth database/tables for sales/merchant performance, ensuring accurate technical documentation

What You Will Need

• Minimum of 3 years of experience in strategy & planning-related roles in a fast-paced environment
• Strong analytical and problem-solving skills with the ability to interpret data, generate insights, and make data-driven decisions
• Strong data analysis skills, including the ability to independently develop assumptions and scenarios for financial modeling
• Proficiency in using analytical tools such as Google Sheets, SQL, Looker studio, or similar platforms for performance tracking and reporting
• Ability to collaborate effectively with cross-functional teams and manage multiple stakeholders
• Excellent verbal and written communication skills, with the ability to convey complex ideas to diverse audiences
• Strong organizational and time management skills and a keen eye for detail in planning, documentation, and execution

About The Team

As the think-tank for the sales team, we support the Head of Sales in ensuring that the sales team can achieve the company’s target. As Gado-Gado is to the people of Indonesia, the Sales Strategy and Planning 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, sales team, and product business teams. 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. On the other hand, we also need to ensure that our sales team has all the required support (exciting incentive scheme, analysis, tools, SOPs, etc.) to achieve the target. 

One of our recent proud moments is our success in growing merchant-partners’ business and ultimately Gojek 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 (a peek at our WhatsApp group would probably just show a whole collection of memes we've sent each other😜).

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 GoToFinancial ("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.

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