Head, B2B Commercial, Government

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.

Get to Know the Team

You'll join the Commercial (Non-Merchant) Enterprise & Channel team at Grab Indonesia. This team builds partnerships with some of the country's most strategic clients, including those from the government, State-Owned Enterprises (SOEs), telecommunications companies (Telcos), and Conglomerates.

Our mission? To unlock growth opportunities for Grab while creating long-term value for Indonesia's digital economy. We are a collaborative, fast moving, and impact driven team that works across departments to deliver both revenue and ecosystem credibility.

Get to Know the Role

As Head of Commercial, Government & Key Industries, you will lead our commercial strategy and client partnerships across Government, SOEs, Telcos, and Conglomerates. You will manage a high-performing team of Leads and Key Account Managers, ensuring disciplined execution of quarterly commercial goals while shaping long-term strategic partnerships. You will report to the Director of B2B Commercial, and the work arrangement is full on-site. You will:

• Influence at the highest levels (C-levels, ministries, and boardrooms).
• Promote multi-product adoption (GrabCar Premium/HVR, Grab for Business, GrabFood, GrabMart, and ESG/EV programs).
• Be a key voice in shaping Grab's role in Indonesia's digital and regulatory ecosystem.
• Build and grow a talented team in one of Grab's most critical verticals.

The Critical Tasks You Will Perform

1. Define and execute the commercial strategy for Government, SOEs, Oil & Telco, and Conglomerates, aligned with Grab's Non-MEX Enterprise goals.
2. Lead senior-level negotiations and partnerships, ensuring win-win outcomes that balance Grab's growth with client needs.
3. Coach and inspire a team of Leads and KAMs, building capabilities in consultative partnership and complex deal structuring.
4. Use AI tools for research, data analysis, and productivity — improving pipeline accuracy, forecasting, and client insights.
5. Shape Grab's external positioning by representing us at industry forums, client meetings, and public sector engagements.

What Essential Skills You Will Need

1. 10+ years of commercial leadership experience, with a track record in Government, SOEs, Telcos, or Conglomerates.
2. Experience advising and influencing C-suite executives and government ministers.
3. Commercial acumen and negotiation skills to structure multi-million-dollar, multi-stakeholder partnerships.
4. Leadership capability to manage and grow high-achieving teams
5. Strategic thinking to balance short-term revenue with long-term ecosystem value.
6. Hands-on familiarity with AI tools for data analysis, client insights, and productivity enhancement.
7. Adaptability to work in a fast moving and matrix environment.

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 provides equal opportunity for Grabbers to grow and perform at their best. We consider all candidates fairly and equally regardless of nationality, ethnicity, race, religion, age, gender, family commitments, physical and mental impairments or disabilities, and other attributes that make them unique.