Head, Merchant Acquisition

Company Description

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.

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.

Qualifications

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