Pre-Sales Engineer

Job Title: Pre-Sales Engineer

About The Role:

To serve as the executive champion and chief architect of DOKU’s internal audit strategy and governance across all regional and group entities. This position is fully accountable for establishing an independent, risk-driven assurance ecosystem that safeguards institutional assets, ensures absolute regulatory alignment, and provides the Board of Directors and Executive Committee (EXCO) with objective risk intelligence to empower strategic fintech growth.

What Will You Do:

• Lead Technical Discovery & Scoping Conducted structured technical discovery sessions with enterprise prospects to extract payment stack architecture, integration constraints, compliance requirements, and performance SLA expectations while qualifying deal feasibility early in the sales cycle.
• Design Solution Architectures Architect end-to-end payment solutions—covering product selection, integration methods (API, SDK, plugins), settlement structures, and reconciliation approaches—and map them out via detailed Solution Scope Summaries and architecture diagrams.
• Determine Optimal Integration Patterns Evaluate client environments to recommend the most efficient deployment models, ranging from direct API connections for high-volume platforms to hosted checkouts for speed-to-market, alongside phased implementation roadmaps.
• Own Technical RFP/RFI Response Management Manage and draft the technical components of enterprise RFP and RFI submissions—focusing on security architecture, uptime/SLA commitments, regulatory compliance, and API specifications—in coordination with cross-functional teams.
• Deliver Tailored Technical Demonstrations Design and present high-impact product demonstrations and technical workshops for mixed-seniority audiences, utilizing sandbox environments and live API calls to showcase payment flows and reporting capabilities.
• Conduct Commercial TCO & Value Analysis Provide comprehensive Total Cost of Ownership (TCO) and financial analysis for enterprise deals, quantifying value across Merchant Discount Rates (MDR), settlement float, reconciliation costs, and compliance overhead.
• Manage Technical & Commercial Objections Address and resolve complex client objections during negotiations regarding payment security, regulatory compliance, integration complexity, and competitive product comparisons.
• Establish a Reusable Knowledge Repository Build and maintain a scalable technical response library and contribute to the enhancement of external integration guides, API documentation, and case study technical narratives.
• Drive Cross-Functional Feedback Loops Act as the primary conduit for market intelligence, feeding structured technical requirements, recurring client pain points, and competitor claims directly to Product and Engineering leadership.
• Ensure Seamless Post-Sale Handoffs Collaborate closely with Implementation and Customer Success teams post-contract signature to ensure clean project handoffs with zero unstated technical assumptions or undocumented gaps.
  
  

What we are looking for:

• Bachelor's degree in Computer Science, Information Systems, Engineering, or a related quantitative field. Equivalent professional experience accepted..
• 5+ years in a presales, solution engineering, or technical BD role within a payment service provider, fintech, or financial infrastructure company.
• Demonstrable hands-on experience with at least three of: payment gateway, virtual account, QRIS/QR payment, direct debit, bulk disbursement, or cross-border payment products.
• Proven track record operating in complex B2B sales cycles — multi-stakeholder, multi-month, involving procurement committees, legal review, and RFP processes.
  
  

Soft Skill Requirements:

• Multi-Stakeholder Fluency : Seamlessly adjusts communication depth and framing across CTO (architecture depth), CFO (commercial metrics), Head of Operations (friction and reliability), and Legal (compliance assurance). No translation required.
• Intellectual Honesty : Proactively surfaces DOKU product gaps or implementation risks during the sales cycle. Builds long-term credibility over short-term deal optics.
• Structured Communication : Written outputs (proposals, RFP responses, solution docs) are precise, logically sequenced, and free of ambiguity. Verbal communication in client settings is the same.
• Ownership Under Ambiguity : Drives technical workstreams to completion without waiting for direction. Comfortable making judgment calls on technical scoping when information is incomplete.
• Commercial Instinct : Recognizes when a technical conversation is becoming a commercial opportunity and escalates or pivots accordingly — without derailing the technical trust being built.
• Continuous Learning : Indonesian payment market regulations change. DOKU's product evolves. The candidate must self-direct learning to remain ahead of both.
  
  

Technical Skill Requirements:

Payment Product Architecture : Understand multi-product payment solutions across online, offline, and B2B channels. Understands product mechanics, not just product names.

API Integration Concepts : Understands RESTful API design, webhook architecture, idempotency, error handling, retry logic, and signature/authentication mechanisms (HMAC, OAuth). Can read and critique an API specification.

Settlement & Clearing Mechanics : Understands T+0/T+1/T+2 settlement cycle mechanics within Indonesia's clearing infrastructure (BI-FAST, RTGS, SKN). Can quantify float cost implications at enterprise volume.

PCI DSS & Security : Understands PCI DSS scope boundaries, tokenization, encryption in transit and at rest, and the implication of different integration methods (HPP vs. direct API) on merchant PCI scope.

Reconciliation Architecture : Understand reconciliation data flow between DOKU and an enterprise ERP/finance system. Understands common mismatch causes and how to architect towards < 0.01% exception rate.

Regulatory Framework (BI) : Working knowledge of PBI 23/6/PBI/2021 (PJP licensing), SNAP API standards, QRIS interoperability regulation, and AML/CFT obligations relevant to payment service provision.

TCO & Commercial Modeling : Can construct a total cost of ownership model for an enterprise payment migration covering MDR, float, operational, and compliance cost dimensions. Can present it to a CFO.

Competitive Landscape : Current knowledge of Indonesian PSP competitive landscape including product differentiation, pricing structures, and regulatory positioning of primary competitors.