Mô tả công việc

Work location: 173 Tran Nao, An Khanh Ward, Ho Chi Minh City 

Work hours: Monday - Friday (08:30 - 18:00), Saturday (08:30 - 12:00) Department: Sales 

ROLE OVERVIEW 

We are seeking a seasoned and visionary Head of Commercial & Business Development to spearhead our commercial growth strategy across SaaS sales, B2B  channels, and strategic partnerships. This executive role is responsible for building,  scaling, and leading high-performing Sales and Business Development teams to drive  revenue, expand market share, and establish lasting partner ecosystems. 

The ideal candidate brings deep domain expertise in the SME, fintech, finance, or  banking sectors, with a proven record of leading commercial teams in high-growth,  technology-driven environments. You will own the full commercial P&L and be a key  member of the senior leadership team. 

KEY RESPONSIBILITIES 

SaaS Sales & B2B Revenue 

• Define and execute end-to-end SaaS sales strategy targeting SME and enterprise  segments, including pricing, packaging, and GTM motions. 
• Own and deliver revenue targets: ARR/MRR growth, ACV expansion, and net  revenue retention (NRR). 
• Build and optimize the full sales funnel — from lead generation and SQL  qualification through deal closure and post-sale expansion. 
• Establish data-driven sales operations: pipeline coverage ratio, win rates, sales  cycle length, and CAC payback tracking. 
• Develop segment-specific go-to-market playbooks for SME, mid-market, and  enterprise accounts.

Business Development & Partnerships 

• Identify, negotiate, and manage strategic partnerships - including channel  partners, technology integrations, ecosystem alliances, and financial institution  collaborations. 
• Design and manage partner programs: activation rates, co-selling frameworks,  revenue-sharing models, and joint GTM plans. 
• Proactively manage channel conflict through clear customer segmentation, price  disparity controls, and partner awareness protocols. 
• Evaluate partnership ROI and continuously optimize the partner portfolio for long term commercial value. 

Team Building & Leadership 

• Recruit, develop, and retain a world-class Sales and Business Development  organization from the ground up, or scale an existing team. 
• Design KPI frameworks and incentive structures aligned to new customer  acquisition, partner activation, ICP fit rate, and revenue milestones. 
• Implement rigorous coaching, training, and performance management programs to  continuously elevate team capability. 
• Foster a culture of accountability, data-driven decision-making, and customer centricity across the commercial team. 

Commercial Strategy & Cross-Functional Collaboration 

• Collaborate with Product, Marketing, and Finance to align commercial strategy with  product roadmap, promotional plans, and financial targets. 
• Lead pricing strategy, promotional effectiveness reviews, and competitive  positioning initiatives. 
• Represent the commercial function at the executive level; contribute to company wide strategic planning and board-level reporting. 
• Monitor market trends, competitive landscape, and customer insights to  continuously refine the commercial approach. 

REQUIREMENTS 

Must-Have 

• Minimum 10 years of progressive experience in commercial, sales, or business  development leadership roles. 
• Significant industry experience in at least one of the following: SME-focused  businesses, fintech, financial services, or banking. 
• Demonstrated track record of building and scaling Sales and/or BD teams (from  early-stage to 50+ members).
• Deep expertise in SaaS/subscription business models, B2B sales processes, and  channel/partner management. 
• Proven ability to design and execute go-to-market strategies in emerging or high growth markets. 
• Exceptional leadership, communication, and stakeholder management skills. 
• Bachelor’s degree in Business, Finance, Economics, or a related field. MBA or  equivalent is a plus. 

Nice-to-Have 

• Experience in the Vietnamese, particularly with SME-focused products. 
• Strong command of SaaS commercial metrics: ARR, MRR, NRR, ACV, CAC  payback, pipeline coverage, win rate, sales cycle length. 
• Prior experience at a high-growth fintech startup or SaaS platform company.
• Familiarity with channel conflict resolution strategies and multi-channel  distribution models. 
• Experience working with or selling to SMEs, financial institutions, banks, or  payment platforms. 
• Bilingual proficiency in Vietnamese and English. 

Kỹ năng yêu cầu

• Sales