The company and the role

BukuWarung is the MSME platform powering payments, credit and software for millions of micro and small businesses. We operate in two countries in Southeast Asia, with Indonesia as our home market, and we are growing roughly 2x every year on our way to becoming a public company.

This is a leadership role, and you will build BukuWarung with us. You own all of BukuWarung's strategic partnerships, end to end: the banks, funding partners and infrastructure partners that power our platform, and the B2B sales that bring our products to businesses, alongside our established direct-to-merchant business. You are also BukuWarung's external face in the market, the person partners, industry bodies and top talent want to work with.

What you will do

Own all of BukuWarung's partnerships, from the capital and infrastructure that power the platform to the B2B sales that drive demand, and be the external face that pulls partners to us.

What you own?

Strategic partnerships (banks, funding partners, infrastructure).

• Decide which banks, funding partners and infrastructure partners we go deep with, in what order, and on what terms.

• Own the most important relationships yourself, at the most senior level of each partner.

• Build the integration roadmap with our teams, get the deals signed, and drive them to go-live.

• Keep the partner base diversified, so we stay in control of how we grow.

B2B sales (taking our products to businesses).

• Take BukuWarung's products to businesses through B2B sales, and create demand. Build the enterprise and key-account engine and win major partners.

• Grow and retain partners over time by expanding what they use across our products.

• Package and price for value, not discount.

Capital & funding.

• Build and close the institutional funding and channeling lines our lending growth needs.

• Justify capital with clear returns, and keep the funding base diversified.

Industry standing & ecosystem.

• Earn and hold a seat in the industry associations, and help shape the standards.

• Be the senior face with top partners, industry bodies and the market.

Partnerships that open doors.

• Shape partnerships that also strengthen our strategic position and access to growth capital.

• Partner with our executive team on strategic, investor-facing deals.

Delivery, team and leadership.

• Lead internal and partner teams all the way to go-live. Remove blockers at the top. You own the outcome.

• Build your Partnership & B2B team, and lead and influence across functions, inside and out.

Who we're looking for

Your background. You come from one of two worlds: deep, proven experience inside a bank, with exposure to Transaction Banking and Lending; or a leadership role at an e-money, payments or acquiring company, with a proven record in strategic partnerships. Either way, you have built and owned large, strategic partnerships that delivered real value to your company.

• Extensive banking experience (digital partnerships, transaction banking, cash management and lending), or a senior role at an e-money, payments or acquiring (non-bank) company.

• 15+ years of experience.

• Named and owned relationships at the top of each partner (Director to CEO level).

• Built and closed funding or channeling facilities at scale, structured and diversified.

• Built a repeatable B2B or key-account sales motion, not a run of one-off deals. A plus if you opened a new channel.

• A seat or real standing in an industry body.

• Taken complex, multi-party deals from signing through integration to live, hand in hand with engineering and other teams.

• Built and hired a team from your own network.

How you work (this matters as much as your track record). We hire as much for how you work as for what you have done. These are requirements, not nice-to-haves.

• You own the problem and the outcome, not just the task. You do not wait for a mandate.

• You are deeply curious about how things really work: the rails, the regulations, the partner's economics, and BukuWarung itself.

• You think in scale, not increments. You are ambitious for the company and for yourself.

• You communicate clearly and proactively, and surface risks early. No surprises.

• You take charge of messy, cross-functional work, pull people along, and keep widening your influence.

• Low ego. You admit what you got wrong and give the team credit.