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GTM Leader - Enterprise AI

Indonesia Permanent View Job Description
We are looking for an exceptional Go-to-Market (GTM) Leader for Indonesia who can operate at the intersection of enterprise sales, technology, entrepreneurship, and market building. We are particularly interested in candidates who have previously been a startup founder, entrepreneur, early-stage operator and/or technology investor, and who now want to apply that entrepreneurial mindset to building a significant enterprise AI business in Indonesia.
  • Be a Founding Team in Indonesia
  • European-based company with global footprint and still expanding

About Our Client

We are conducting a confidential executive search for a high-growth global Enterprise AI company that is expanding its presence in Indonesia.

Job Description

Own the Indonesian market

  • Drive the GTM agenda and develop strategic enterprise opportunities across Indonesia.
  • Identify and penetrate high-value enterprise accounts, creating relationships with C-level executives and senior technology and business leaders.
  • Build pipeline from the ground up rather than relying solely on established inbound channels or existing accounts.
  • Personally lead sophisticated, multi-stakeholder enterprise sales cycles from initial engagement through commercial negotiation and closure.
  • Develop accounts into strategic, long-term relationships with meaningful expansion potential.



Sell transformation, not technology

  • Engage CEOs, CIOs, CTOs, business leaders, and other senior decision-makers around their AI transformation priorities.
  • Translate sophisticated AI capabilities into clear business outcomes and executive-level value propositions.
  • Understand customers' operating models and identify where AI can create material business impact.
  • Navigate complex stakeholder environments involving business, technology, procurement, risk, and other functions.



Build like a founder

  • Approach Indonesia as a market to be built, not simply a territory to be managed.
  • Move comfortably between strategy and hands-on execution.
  • Build ecosystems and partnerships that can accelerate market entry and enterprise adoption.
  • Spot opportunities others miss and figure out how to turn them into commercial outcomes.
  • Operate effectively with significant autonomy in an ambitious, fast-moving environment.



This is not simply an enterprise sales role.The successful candidate will be expected to open doors, create a market, build senior executive relationships, develop strategic opportunities, and personally drive complex enterprise deals from origination through closure and expansion.It represents a compelling opportunity for someone who has built their career across different technology environments, ideally combining the commercial discipline of a large enterprise or global technology company with the speed, ownership, and resourcefulness of a startup.

The Successful Applicant

The Profile We Are Looking ForWe are deliberately looking for an unconventional GTM leader rather than someone who has followed a purely traditional enterprise sales career.

The ideal candidate is likely to have:

  • Extensive B2B enterprise technology sales experience, with a demonstrable record of winning and developing sophisticated large-enterprise customers.
  • Experience selling high-value technology solutions such as Enterprise SaaS, Cloud, AI, Data, Digital Transformation, Customer Experience or adjacent enterprise technology solutions.
  • A career spanning multiple operating environments, ideally including a large enterprise, global Big Tech / technology company, and an early-stage or high-growth startup.
  • Strong relationships and credibility with C-suite and senior decision-makers across Indonesia's enterprise ecosystem.
  • A track record of generating business personally, rather than depending entirely on established accounts, brands, or inbound demand.
  • Experience navigating complex sales involving multiple executive stakeholders and long-term strategic considerations.
  • The intellectual curiosity and commercial acumen to understand emerging AI technologies and translate them into compelling business conversations.



The DifferentiatorBeyond enterprise sales credentials, we are particularly interested in candidates who have demonstrated entrepreneurial risk-taking and ownership at some point in their career.

Highly desirable backgrounds include:

  • Startup Founder / Co-Founder
  • Early employee or commercial leader within a technology startup
  • Venture Capital / Technology Investment experience
  • Angel investor or active participant in the startup ecosystem
  • Experience launching a new technology business, market, or category
  • A combination of corporate, startup, and entrepreneurial experience



We are looking for someone who understands both worlds: how large enterprises buy and how startups build.What Success Looks LikeThe strongest candidate will combine four characteristics:

Enterprise credibility

You can confidently engage senior executives of Indonesia's largest organizations.

Commercial horsepower

You know how to originate, navigate, negotiate, and close sophisticated enterprise opportunities.

Entrepreneurial DNA

You are comfortable starting with ambiguity, figuring things out yourself, and building rather than merely inheriting.

Technology curiosity

You genuinely want to be at the forefront of how AI will change the way enterprises operate.

What's on Offer

The underlying company operates at the intersection of one of the most significant technology shifts facing enterprises today.For the right individual, this is an opportunity to combine enterprise relationships, entrepreneurship, technology, and investing/building instincts into a highly visible market-building role.Who Should Explore This?This could be particularly relevant if you are currently:

  • A senior Enterprise Sales / Strategic Accounts leader within a global technology company who previously founded or worked within a startup.
  • A startup founder or former founder with significant enterprise technology sales experience.
  • A senior commercial leader who has moved between Big Tech and high-growth startups.
  • A technology investor or former VC professional who has previously built a strong enterprise commercial career.
  • An entrepreneurial technology executive looking to move away from a highly structured corporate environment and return to a hands-on building role.



This is not a role for someone who simply wants to manage an existing book of business. We are looking for someone who wants to build.

Contact
Hermawan Rahardjo
Quote job ref
JN-052026-7013632
Phone number
+622129588804

Job summary

Function
Sales
Sub Sector
Business Development
What is your area of specialisation?
Technology & Telecoms
Location
Indonesia
Contract Type
Permanent
Consultant name
Hermawan Rahardjo
Consultant contact
+622129588804
Job Reference
JN-052026-7013632

Diversity & Inclusion at Michael Page

We don't just accept difference - we celebrate it. We encourage applicants from all backgrounds to apply for this role and are committed to building inclusive, diverse workplaces where everyone can thrive. If you require any support or reasonable adjustments during the recruitment process, please let us know.