Head, Merchant Acquisition

Job description

Get to Know the Team The Singapore Operations team drives Grab's commercial growth and market leadership in the region's most competitive city-state. We translate Grab's superapp vision into tangible, everyday value for consumers — shaping strategy, building partnerships, and executing with precision to deliver the services Singaporeans rely on. Within Singapore Operations, the Merchant Acquisition team is the growth engine behind Grab's merchant ecosystem. We identify, win, and onboard merchants across GrabFood, GrabMart, GrabFin, and Omnicommerce, while also driving strategic investment into GrabAds. Whether working with iconic brands or breakout new players, we ensure Grab remains the premier platform for businesses to scale. Get to Know the Role We are looking for an exceptional leader to head our merchant acquisition efforts to drive the next phase of commercial growth. This high-impact role calls for a strategic, hands-on leader who can shape the sales strategy, build a high-performing organisation, and create a predictable, scalable revenue engine. The ideal candidate combines rigorous commercial discipline with the versatility to develop go-to-market plans, mentor sales leadership, optimise pipeline performance, and lead complex negotiations with strategic merchants. Working closely with senior leadership and cross-functional teams, you will translate business priorities into clear commercial plans, strengthen sales effectiveness, and unlock new growth opportunities across the entire Grab ecosystem. You will report to the Head, eCommerce, Express and Acquisition, onsite at Grab's One-North office. The Critical Tasks You Will Perform Commercial Strategy & Growth Define and execute a long-term merchant acquisition strategy spanning GrabFood, GrabMart, GrabFin, and Omnicommerce — with accountability for growing merchant count, driving GMV, and maximising product adoption across the whole Grab ecosystem. Develop channel-specific go-to-market plans that balance ambitious growth targets with execution reality, ensuring Grab remains the merchant platform of choice in Singapore. Grow GrabAds by developing targeted sales initiatives for brands outside Grab’s merchant ecosystem, creating segment-specific strategies, and building partnerships with marketing agencies to position Grab as a leading advertising platform. Sales Leadership & Capability Development Lead, mentor, and scale a team of Sales Managers, building a culture of high performance, accountability, and consultative selling. Partner with Sales Managers to pressure-test strategies, sharpen commercial thinking, and build team capability to execute with confidence. Implement a structured sales development programme to continuously raise the bar on sales effectiveness across the entire sales organisation. Forecasting & Pipeline Management Establish rigorous forecasting and pipeline management discipline across the team — holding Sales Managers accountable for forecast accuracy, pipeline health, and timely course-correction based on market signals and execution reality. Provide leadership with high-confidence commercial assessments and proactive risk visibility. Stakeholder & Cross-functional Alignment Build and maintain cross-functional alignment with Business Units, Marketing, Operations, and Finance, uniting stakeholders around core commercial priorities and navigating trade-offs with sound judgment. Lead end-to-end merchant partnerships by coordinating across multiple internal teams to ensure seamless deal closure, partner success, and long-term merchant retention. What Essential Skills You Will Need 12+ years of progressive sales experience, including at least 5 years in a senior sales leadership role, with a proven track record of building and scaling high-performing commercial teams and consistently delivering against ambitious revenue targets Extensive experience managing multiple sales teams, customer segments, products, and commercial channels Strong background in developing and executing sales and go-to-market strategies Proven ability to coach and develop sales managers and build a strong leadership bench Experienced leading complex negotiations and managing relationships with strategic or enterprise merchants Strong commercial and analytical capabilities, with the ability to use data to drive decisions and performance Life at Grab We care about your well-being at Grab, here are some of the global benefits we offer: We have your back with Term Life Insurance and comprehensive Medical Insurance. With GrabFlex, create a benefits package that suits your needs and aspirations. Celebrate moments that matter in life with loved ones through Parental and Birthday leave , and give back to your communities through Love-all-Serve-all (LASA) volunteering leave We have a confidential Grabber Assistance Programme to guide and uplift you and your loved ones through life's challenges. Balancing personal commitments and life's demands are made easier with our FlexWork arrangements such as differentiated hours What We Stand For at Grab We are committed to building an inclusive and equitable workplace that enables diverse Grabbers to grow and perform at their best. As an equal opportunity employer, we consider all candidates fairly and equally regardless of nationality, ethnicity, religion, age, gender identity, sexual orientation, family commitments, physical and mental impairments or disabilities, and other attributes that make them unique. About Grab and Our Workplace Grab is Southeast Asia's leading superapp. From getting your favourite meals delivered to helping you manage your finances and getting around town hassle-free, we've got your back with everything. In Grab, purpose gives us joy and habits build excellence, while harnessing the power of Technology and AI to deliver the mission of driving Southeast Asia forward by economically empowering everyone, with heart, hunger, honour, and humility.