Commercial Head – Fraud Detection Solutions
Background
Nikel is a fintech company improving access to financial services for banks and non-banks. Through technology and advanced analytics, we offer a range of products to our customers in Indonesia. Our mission is to drive business growth by providing secure, efficient, and inclusive financial solutions.
Role
We are seeking a Commercial Head to lead the go-to-market and sales efforts for Nikel’s fraud detection solutions in Indonesia. This is a senior, hands-on role for a B2B sales leader with experience selling enterprise technology to financial institutions and technology companies—ideally within fraud prevention, risk, or compliance. You will be responsible for driving customer acquisition, building strategic partnerships, and shaping our commercial approach for the Indonesian market. You'll work closely with our Product, Tech, and Data teams to tailor our fraud detection offerings to customer needs and ensure seamless implementation. This role reports directly to the CEO.
Responsibilities
- Lead the full sales cycle for Nikel’s fraud detection solutions, from lead generation through to closing and post-sale success
- Sell to a wide range of B2B customers including banks, fintechs, payment service providers, and e-commerce platforms
- Build and manage relationships with senior stakeholders (CROs, Heads of Fraud, CIOs, CTOs, and Compliance Officers)
- Collaborate closely with Product, Tech, and Data teams to align on product strategy
- Develop compelling value propositions and sales narratives that differentiate Nikel’s fraud detection platform
- Achieve and exceed commercial targets and KPIs
- Lead a local commercial team to support expansion and customer success
- Track market trends, customer feedback, and competitive activity to inform product and commercial strategy
Qualifications
- Minimum 10 years of experience in B2B sales of enterprise technology solutions, with a strong focus on fraud detection, risk management, or compliance tech
- Proven success selling to banks, fintechs or large enterprises in Indonesia
- Strong grasp of fraud detection use cases (e.g. onboarding, transactions, AML-Fraud integration) and buying personas
- Demonstrated ability to navigate complex sales cycles and close large figure deals
- Experience working closely with Product and Engineering teams in a fast-moving, tech-driven environment
- Hands-on and proactive—willing to directly engage in sales activities while building scalable processes
- Strong leadership skills, with the ability to hire and manage a high-performing commercial team
- Bachelor’s or Master’s degree in Business, Technology, or a related field
- Fluent in Bahasa Indonesia and English, with excellent communication, negotiation, and interpersonal skills
- Deep familiarity with the Indonesian financial services and tech ecosystem
Benefits
- Competitive salary and performance-based bonuses
- Health insurance and wellness programs
- Opportunities for professional development and career growth
- Paid time off, including holidays and personal days
- Collaborative and inclusive company culture