Business Development Director (SEA)

Business Development Director (SEA) Company Overview Zeroe is where sustainability starts. We build the data infrastructure every ESG report, decarbonization plan, and climate finance decision depends on. Zeroe connects business operations to auditable, multi-metric outcomes across carbon, energy, water, waste, and finance. Built for the realities of emerging markets and complex enterprise systems, Zeroe operationalizes the full sustainability data lifecycle—from collection and transformation to validation and reporting—across entities, suppliers, and business units. Where most ESG tools start at the report, Zeroe starts at the data. Our platform integrates directly with ERPs, procurement systems, and finance structures to turn fragmented information into a single, verifiable source of truth. Reporting then becomes the natural output once the inputs are trustworthy. For enterprises, Zeroe turns sustainability from a reporting obligation into a performance system-linking operational efficiency, regulatory compliance, and access to finance. Headquartered in Dubai and operating across the GCC and Southeast Asia, Zeroe is building the world’s sustainability data infrastructure from the Middle East - proving that world-class technology can emerge from the region. Role Summary We’re hiring a Business Development Director focused on Indonesia (Jakarta preferred), with scope to support Southeast Asia, to own BDR‑sourced and inbound, qualified opportunities from first meeting to signature—co‑selling with a Sales Engineer to map the solution, handle objections, align executives, navigate security/procurement, and close. You will close through tailored demos, credible proof points (references, sample exports), and disciplined deal execution. You’ll report to the GTM Lead (Dubai HQ) and partner closely with our BDRs, Sales Engineer/ESG experts, Marketing, and Customer Success. Location: Jakarta, Indonesia (preferred). The role is Indonesia-focused and may support opportunities across Southeast Asia; travel within Southeast Asia as needed. What You’ll Do (Key Responsibilities) Bottom‑of‑funnel ownership Accept and triage qualified opportunities from BDRs; validate champion, pain, urgency, and decision path within 48 hours. Publish a one‑page Mutual Close Plan on day one (decision team, success criteria, risks, dates) and keep it current through signature. Discovery, solution mapping, and proof points Lead business discovery; co‑lead technical discovery with the Sales Engineer. Orchestrate demos that show only the workflow that matters: data ingestion → controls → calculations → evidence → reporting/exports → assurance hand‑off. Provide proof points: executive references, sample exports, and/or demo aligned to CSRD/IFRS S2 and GHG Protocol, security posture summaries, and light integration confirmation (no build required). Commercials, negotiation, and paper Build an executive‑ready ROI narrative (efficiency, consulting deflection, assurance readiness, risk reduction, revenue enablement). Maintain a good relationship with leads in the pipeline, with goals for knowledge gathering, stakeholder mapping, and accelerate the deal cycle to close. Align on scope (modules, entities/sites, user tiers, data volumes, services) and structure multi‑year/ramp options. Run a clean deal desk: order forms, SLAs, pricing approvals, and procurement timelines. Process, tools, and analytics Maintain CRM hygiene to a “board‑ready” standard; keep stages, next steps, stakeholders, and dates current. Forecast with rigor (commit vs. best case, risk notes, push reasons) and drive exit‑criteria discipline for each stage. Capture market and product insights from late‑stage cycles; contribute to competitive one‑pagers and objection handling. Partner, events, and handoff Co‑sell with assurance/verification and advisory partners when relevant to accelerate trust and time‑to‑value. Support field events/webinars for bottom‑of‑funnel acceleration (exec roundtables, reference calls, export walk‑throughs). Execute a crisp handoff to CS/PS with goals, stakeholders, risks, and a 90‑day value plan; attend kickoff and first QBR. Required Qualifications 4–8 years in B2B SaaS bottom-funnel roles selling to mid‑market/enterprise An extrovert and people-person with great communication and relationship management skills. Proven success closing complex, multi‑stakeholder deals —using demos, references, and commercial structure. Working knowledge of sustainability/ESG concepts (always up-to-date on the local sustainability compliance and global sustainability trends) and ability to translate them into business impact. Fluency in Bahasa Indonesia and professional English. Fluency with CRM (HubSpot or Salesforce), mutual close plans, ROI modeling, and deal desk basics (order forms, SLAs, DPAs). Crisp executive communication: short written recaps, clear asks, and confident live facilitation. Based in Indonesia with the right to work (Jakarta preferred); regional travel across SEA as needed. Preferred Qualifications SEA market experience beyond Indonesia (e.g., Singapore, Malaysia, Philippines) and additional languages are a plus (e.g., Mandarin). Familiarity with ERP/finance/procurement and energy/meter data concepts; comfort discussing integrations/APIs. Exposure to auditor/assurance workflows and working with external verifiers or advisory partners. Startup/scale‑up experience building late‑stage motion and repeatable close plans. Skills & Competencies Negotiation & executive alignment: align value to CFO priorities; trade “gives/gets” without eroding value. Multi‑threading & MEDDICC rigor: champion, EB, IT/Sec, Procurement, Legal—mapped early with exit criteria. Value engineering & objection handling: build credible ROI; quantify “today cost”; neutralize spreadsheet/consultant and timing objections. Deal orchestration: keep stakeholders moving; remove blockers; compress cycle time. Forecast discipline: accurate stage hygiene, risk notes, and push reasons. Collaboration: tight loops with BDRs, Sales Engineer, Marketing, and CS/PS. What Great Looks Like (Success Metrics) Win rate (post‑Solution Fit): ≥ 35–45%. Demo → Close rate: ≥ 50% with median Solution‑Fit → Signature in 30–45 days. Contracting cycle time: median ≤ 30 days from first redline; ≤ 3 redline loops. Discount discipline: within guardrails by segment; multi‑year ≥ 40% of closed‑won. Forecast accuracy: within ±10–15% on in‑quarter commits; slippage rate trending down. Handoff quality: kickoff scheduled at close; success plan accepted by CS. Growth & 30‑60‑90 Expectations 30 days: Own 3–5 inherited opportunities; publish mutual close plans; schedule executive/security reviews; deliver first tailored demos. 60 days: 2+ contracts in redlines; first closed‑won; forecast within ±15%; at least two reference calls executed. 90 days: 2–3 new logos closed; median Solution‑Fit → Signature ≤ 45 days; average redline loops ≤ 3; multi‑year ≥ 40%; referenceable customer secured. Diversity, Equity & Inclusion Zeroe celebrates diversity and is committed to equal opportunity. We welcome candidates from all backgrounds and do not discriminate based on race, religion, nationality, gender identity/expression, sexual orientation, age, disability, or veteran status. Why Zeroe? If you want to combine real ESG impact with deal craftsmanship—closing meaningful, multi‑entity enterprise programs and growing into senior GTM roles, this is your seat. Shape a region‑defining motion and help enterprises make credible, auditable progress on climate. Department Sales Locations Jakarta Remote status Hybrid About Zeroe We are a tech-forward company focused on enabling corporations to navigate their journey towards net-zero emissions effectively and efficiently. We are committed to supporting organizations around the globe in their quest for sustainability and resilience. Founded in 2023