Golden Gate Ventures


VP Sales at Xendit
South Jakarta, ID

Xendit provides payments infrastructure across Indonesia. Xendit processes payments, runs marketplaces, disburses payroll and loans, detects fraud and helps other startups grow exponentially. We serve these services through world-class APIs and dashboard UI that simplifies payments.  We serve some of Indonesia’s largest tech startups and international giants like Samsung.  

Our sales function ensures our business is growing and includes anything that isn’t technical or product, e.g. sales, bank relationships and operations.  Every business development person is expected to sell customers and affect our growth trajectory in a meaningful way.  This is the tip of the spear and the very front of our organisation.  The role is high stakes, where decisions can determine our future and you’ll be personally liable for our success.  


We're looking for an experienced professional who can help our business grow 30% month on month.  More than that, we want a general athlete - we want to trust you  to take on our most important problems and with few resources, drive measurable change.  We also expect you to be able to coach a young sales team to make yourself redundant.  


1. Hire a sales team that can grow revenues 30% month on month
  • Source 5 A players that can pass CEO’s screen
  • Hire until your role becomes redundant, i.e. if you disappear, they can continue operating at the same quality and speed
  • Build framework for hiring: scorecards, interview questions

2. Coach the existing team to close more deals per month 
  • Inherit small, junior  team and coach them to become A players, i.e. excellent individual contributors, contribute beyond their work and have potential to lead as our organisation grows
  • Build performance management framework: scorecards, 1-on-1s
  • Execute team culture within a “team of teams” framework 
  • Ensure customer needs are represented in the product roadmaps

3. Build and roll out a scalable sales process that works
  • Build an automated and personal sales process to acquire customers at scale.  If we are to keep growing at our pace without a linearly proportional increase in people we need those who can build automated flows to help close customers
  • We expect that a repeatable process means we can reliably predict our growth for the next few months
  • This includes demand generation, customer segmentation, pitch scripts and helping our team close

4. Build and roll out a scalable account management process that works
  • We need to keep in touch with our customers so we understand their current and future needs
  • Turn those needs into product features and drive product team to build what your customers want.  Then sell these products to customers
  • Overinvest in our relationships by executing relevant touchpoints and being consultative value add to their teams

5. Lead by example
  • Create sales KPIs for yourself that are ambitious and then hit them.  We find most people don’t hit the KPIs they set in this market.  We expect you to be different.  
  • Have a strong enough network into startups, tech companies and institutions to close deals that impact our growth by 30% every month
  • Sell more than other sales folk.  If they’re to follow they’d expect that you be good at what you do

6. Be trusted to jump into Xendit’s most pressing issues and be able to fix within 3 months
  • For example, double our sales within 6 months by professionalising our sales:
  • Set up the right incentive structures
  • Recruit the right people
  • Motivate and empower them with the right tools and process

You may be a good fit if
  • You have managed teams that have sold mission critical products
  • You’re willing to work harder than most and humble enough to learn from people much younger than you
  • You’ve demonstrated that you can grow ARR an order of magnitude, e.g. from USD millions to 10s of millions
  • Have at least 3 years of top tier business experience with proven management wins at a top tier consulting, banking, private equity fund, or fast growing startup
  • You thrive on autonomy and have proven you can push towards a goal by yourself
  • Bonus points if you’ve worked in  payments or banking

What we care about
  • Solve for the customer first: You build what customers want.  You think about what is right for customers, not what is easiest for you
  • Demonstrate mastery of honey badgery: You make ambitious goals. Then execute…no matter what stands in the way.  When knocked down, you get up
  • Take on challenges willingly and can be trusted to execute: You can be trusted to get things done right the first time quickly.  You hit your deadlines
  • You’re like us: You smile a lot, think work is fun and don’t take yourself too seriously. You measure yourself against the best and believe feedback is the breakfast of champions.  You follow the golden rule
  • You’re remark-able: People naturally talk about how awesome you are.  If we can’t find someone who raves about you then it’s unlikely we will

About Xendit
  • Growing 25% month on month: We are one of the fastest growing companies in Southeast Asia and have done so for the last two years.  We process close to 1b in payments by providing simple APIs for payments on a modern tech stack
  • YCombinator Batch S15: YC is the best incubator in the world, producing Airbnb and Dropbox; 120 companies out of 6,000 applications get in
  • Funded by investors behind Facebook, Slack, Kaokao, Path, Twitch, Grab, Tokopedia
  • Interested to join the Xendit family?
  • Email us your Resume/Github/LinkedIn to Bonus points to convince us why you really want us and telling us the magic word - clues are somewhere on our website :)