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Sovereign’s Capital
Sovereign’s Capital

Regional Business Development Manager (China & East Asia) - SG



Sales & Business Development
Posted on Friday, June 28, 2024

Xendit provides payment infrastructure across Southeast Asia, with a focus on Indonesia, the Philippines and Malaysia. We process payments, power marketplaces, disburse payroll and loans, provide KYC solutions, prevent fraud, and help businesses grow exponentially. We serve our customers by providing a suite of world-class APIs, eCommerce platform integrations, and easy to use applications for individual entrepreneurs, SMEs, and enterprises alike.

Our main focus is building the most advanced payment rails for Southeast Asia, with a clear goal in mind — to make payments across and within SEA simple, secure and easy for everyone. We serve thousands of businesses ranging from SMEs to multinational enterprises, and process millions of transactions monthly. We’ve been growing rapidly since our inception in 2015, onboarding hundreds of new customers every month, and backed by global top-10 VCs. We’re proud to be featured on among the fastest growing companies by Y-Combinator.

Job Description

Xendit is Southeast Asia's leading payment infrastructure provider. We empower businesses of all sizes – from startups to multinational enterprises – to process payments, manage marketplaces, disburse funds, verify identities, combat fraud, and ultimately achieve exponential growth. Our suite of world-class APIs and user-friendly applications make payments across Southeast Asia simple, secure, and accessible for everyone.

Since 2015, we've experienced rapid growth, onboarding hundreds of new customers every month and processing millions of transactions. Backed by top-tier global venture capital firms, we're proud to be recognized as one of the fastest-growing companies by Y-Combinator.

Role summary

We are seeking a driven and results-oriented Business Development Manager to lead our sales efforts targeting businesses from Chinese and broader East Asian markets expanding into Southeast Asia. In this role, you will spearhead identifying, qualifying, and closing high-value deals with enterprise clients from China & East Asia (Taiwan, Japan, Korea), capitalizing on the region's dynamic and expanding payment services landscape. As a strategic thinker, you will adeptly analyze the unique needs of merchants and tailor Xendit's comprehensive payment solutions to meet their specific requirements for entering and thriving in Southeast Asia.


Lead Generation & Prospecting

  • Proactively identify and cultivate new business opportunities from China & East Asia, that are actively exploring or planning expansion across Southeast Asia.
  • Leverage your network, industry events, online research, and targeted outreach to connect with relevant decision-makers within these companies.
  • Build and maintain a robust sales pipeline, prioritizing high-potential prospects.

Sales Cycle Management

  • Thoroughly qualify leads, assessing their alignment with Xendit's solutions and their potential for successful conversion.
  • Conduct in-depth needs assessments, uncovering pain points and desired outcomes for potential merchants.
  • Craft and deliver compelling sales presentations and proposals that clearly articulate the value of Xendit's payment solutions.
  • Skillfully negotiate contract terms, addressing client concerns while maximizing value for both parties.
  • Confidently close deals, ensuring a smooth transition to the onboarding process.

Relationship Management

  • Forge and nurture strong, trust-based relationships with key decision-makers and influencers within target enterprises from China & East Asia.
  • Position yourself as a trusted advisor, offering valuable insights and solutions that address client challenges and support their growth objectives entering Southeast Asia.
  • Maintain consistent communication and support throughout the customer lifecycle, fostering long-term partnerships.

Strategic Collaboration

  • Collaborate closely with internal stakeholders across sales, marketing, product, and operations to align strategies, streamline processes, and ensure seamless client onboarding.
  • Actively provide feedback on sales processes and product features to enhance Xendit's value proposition and customer experience.
  • Contribute to the development and execution of regional sales strategies, identifying new market opportunities and adapting to changing trends.

Market Intelligence

  • Stay at the forefront of industry trends, competitive landscape, and regulatory developments within the Southeast Asian payment services sector.
  • Share insightful market analysis and intelligence with the broader team to inform decision-making and refine strategies.

Qualifications & Skills


  • 2-4+ years of proven success in business development or sales roles, ideally with experience serving businesses from China & East Asia.
  • Demonstrated track record of exceeding targets and closing enterprise-level deals, navigating complex communication and managing diverse stakeholder expectations.
  • Strong presentation skills, adept at articulating complex concepts clearly and persuasively, both in-person and virtually.
  • Exceptional organizational skills and a meticulous approach, thriving in a fast-paced, dynamic environment.


  • Growth mindset, embracing continuous learning and improvement through feedback and coaching.
  • Authentic passion for building relationships, understanding diverse perspectives, and uncovering customer pain points.
  • Positive and resilient attitude, capable of handling setbacks and rejection with grace and determination.
  • Strong commitment to your role, with the ability to adapt and improvise in evolving situations.
  • Genuine empathy for external and internal stakeholders, striving to provide the best solutions and support.


  • Deep understanding of Chinese & East Asian business cultures, etiquette, and communication styles, allowing seamless relationship-building and interaction.
  • Outstanding communication and interpersonal skills, effectively building rapport with individuals at all levels.
  • Sharp analytical and problem-solving abilities, identifying root causes and crafting creative solutions.
  • Aptitude for understanding technical concepts, such as APIs, and explaining them in accessible terms to non-technical audiences.
  • Proficiency with CRM software (e.g., Salesforce) and other sales productivity tools.


  • Fluent in English and Mandarin Chinese. Proficiency in Korean or Japanese is a plus.
  • Willingness to travel within the Southeast Asia region as needed.