Business Development Manager

Location: Malaysia or Indonesia

Reporting to: Head of Commercial, APAC

Purpose of the Role

Global Blue (GB), a leading provider of multi-currency payment solutions and hotel and retail gateway technology, is seeking a Business Development Manager (BDM) to drive merchant acquisition and expand GB's integrated payment solutions across Southeast Asia.

This role focuses on acquiring new hotel and enterprise merchants, promoting GB's multi-currency solutions (DCC and MCP), and driving adoption of GB's integrated payment and gateway offerings.

Role Context

Reporting to the Head of Commercial, APAC, this role may be based in Malaysia or Indonesia. The BDM will introduce Global Blue's solutions to hotel groups and large merchants, while managing and expanding relationships with acquiring banks, payment service providers, and technology partners.

The role requires strong familiarity with the regional payments and hospitality ecosystem. The BDM will actively drive new business through direct outreach, existing leads, and Global Blue's global hotel relationships.

This is a target-driven, hands-on commercial role suited to a self-starter who can independently execute sales initiatives, influence senior stakeholders, and accelerate Global Blue's growth in the region.

Key Responsibilities

Business Development & Merchant Acquisition

• Lead end-to-end business development to acquire hotels and large merchants for Global Blue's integrated payment solutions.
• Manage the full merchant lifecycle, including pitching, commercial negotiations, contract execution, onboarding, and ongoing account management.
• Develop and maintain account plans with acquiring banks, payment service providers, and key ecosystem partners.

Hotel Integration Solutions (OPI, Middleware, Gateway, Tokenisation)

• Promote and sell Global Blue's product suite, including DCC, MCP, and hotel integration solutions, to hotels and enterprise merchants.
• Coordinate hotel integration projects with banks, PSPs, and local vendors from planning through go-live.
• Work closely with internal teams (product, development, QA, support) to align technical requirements and delivery timelines.
• Engage hotel finance and IT teams to ensure smooth implementation and adoption of Global Blue's solutions.

Partnership & Stakeholder Management

• Build and maintain long-term relationships with hotel groups, enterprise merchants, acquirers, PSPs, and technology partners.
• Act as the primary commercial point of contact for external stakeholders, including hotel chains and retailers.
• Lead commercial discussions, oversee execution, and ensure ongoing relationship health and performance.

Additional Responsibilities

• Support market rollouts by coordinating internally on regulatory, commercial, and competitive considerations.
• Drive revenue optimisation through cross-sell, upsell, and identification of new commercial opportunities.
• Provide regular pipeline updates, performance reporting, and market insights to the Head of Commercial.
• Ensure effective collaboration between customers and internal teams to support issue resolution and service quality.

Qualifications & Preferred Experience

• 5+ years of B2B business development experience in payments and/or hospitality technology.
• Strong network across hotel groups and large merchants in Malaysia and/or Indonesia.
• Good understanding of payment acquiring, DCC and MCP, and hospitality technology; experience with system integrations is a strong advantage.
• Proven ability to engage senior stakeholders and manage complex, multi-party enterprise deals.
• Strong balance of strategic thinking and hands-on execution; comfortable operating independently in a fast-paced, regional role.
• Excellent English communication skills; local language capability is an advantage depending on location.
• Highly driven, well-organised, and able to manage multiple priorities effectively.