Director of Sales, SME & Growth, Malaysia
On-siteKuala Lumpur, Kuala Lumpur, Malaysia
Job Summary
Build and lead the Malaysia SME & Growth sales organisation, including hiring, coaching, and performance management for Channel Partnership Managers and Inbound Sales Representatives. Design and scale the CPM and ISR pod model with clear ownership rules, service-level agreements, and lead-routing processes. Own new business and gross profit targets by setting pipeline and activity goals while driving disciplined sales hygiene, forecasting, and performance reviews across inbound, outbound, and partnership motions. Develop and execute a channel partnerships strategy by identifying, acquiring, and growing high-potential partners such as corporate secretaries, accounting firms, and digital platforms. Partner with Marketing, Product, and regional leadership to enable the sales organisation, strengthen CRM data quality, embed AI-enabled sales tools, and drive disciplined lead conversion and reporting.
Required Qualifications
- 10+ years of experience in sales and business development in high-growth environments, including end-to-end ownership of complex B2B deals
- 5+ years of experience leading sales teams or sales managers, ideally across inside or inbound sales and channel or partnership motions
- A proven track record of building and leading high-performing sales teams and commercial motions that consistently meet or exceed revenue and gross profit targets, with experience designing lead-routing, handover and shared-KPI models across CPM, ISR, AE and AM teams
- Strong knowledge of payments and financial technology, with familiarity with Payment Service Provider (PSP) and merchant acquiring models, and the ability to translate complex products into clear customer value for SMEs and platforms
- Experience running a data-driven sales organisation through CRM and commercial tools such as Salesforce, including pipeline management, forecasting, territory management and performance tracking, as well as experience using or piloting AI-enabled sales and productivity tools
- Excellent communication and stakeholder management skills, fluency in English, and strong knowledge of the Malaysian business environment, with the confidence to engage local SMEs, partners and, where needed, regulators
- This role is based in Kuala Lumpur, Malaysia
Desired Qualifications
- Direct experience in a PSP, payment gateway, acquirer or payments-focused fintech, or in a fast-growing technology company selling to SMEs or enterprise customers in Southeast Asia
- Experience building or scaling a new market or country P&L, including headcount planning and go-to-market design and execution across inbound, outbound and partnerships
- Hands-on experience with channel partner programmes in ecosystems such as accounting or ERP platforms, ecommerce platforms, payment orchestrators or corporate service providers, including revenue-share structures and partner performance management
- Familiarity with high-velocity sales environments, including CPM, ISR and AM pod models, service-level-agreement-driven handovers and structured performance management, together with the ability to build structure and culture in scaling teams
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