Manager, Business Development & Strategic Partnerships (LiDAR Distribution)

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

The Autonomous Vehicle Integration & Deployment team manages Grab's distribution partnership with Hesai, a leading LiDAR manufacturer, while commercializing Grab's own Karta hardware products. We are building the operational infrastructure to serve automotive and geospatial markets across Southeast Asia. As a new business line within Grab, we focus on establishing clear processes and practical decision-making frameworks rather than following established routines. You will work alongside commercial, technical, and operations specialists who value direct communication and measurable results.

Get to Know the Role

You will establish the distribution network for Hesai LiDAR and Grab Karta hardware across Southeast Asia. You will identify and secure enterprise clients in autonomous vehicles, robotics, and factory automation sectors, and structure the commercial agreements needed to deliver these technical products. You will define the sales processes and partnership frameworks the team uses to manage deals from initial contact through contract closure. This role requires travel across Southeast Asia to meet with clients and partners. You will report to the Head of Commercial and this is a fully onsite role at Grab's Singapore office.

The Critical Tasks You Will Perform

• You will build a sales pipeline of enterprise clients for LiDAR and sensing hardware, managing deals from initial outreach through contract negotiation and closure with organizations in the automotive, robotics, and infrastructure sectors.
• You will design and execute Go-to-Market strategies for new geographic markets and customer segments, including defining pricing models and target client profiles based on competitive analysis.
• You will structure and negotiate commercial agreements with distributors, system integrators, and enterprise clients, ensuring terms align with partner capabilities and Grab's operational requirements.
• You will analyze market data and competitor offerings to identify gaps in the Southeast Asian sensing technology market and set measurable client acquisition targets.
• You will build sales processes and decision-making frameworks for the distribution business, including partnership evaluation criteria and commercial negotiation playbooks.
• You will coordinate with technical and operations teams to align hardware specifications with client requirements and manage delivery logistics across the region.

What Essential Skills You Will Need

• 5+ years of experience managing B2B enterprise sales cycles for hardware or sensor-based products from initial prospecting through contract closure, including specific experience closing deals with corporate or institutional clients.
• Experience designing Go-to-Market strategies for technical products entering new markets, including segmenting B2B markets and developing pricing structures based on cost analysis and competitive positioning.
• Experience drafting and negotiating commercial contracts and partnership agreements with enterprise clients, including distribution terms and revenue-sharing models.
• Ability to analyze quantitative market data and financial metrics to identify business opportunities and forecast revenue pipelines for hardware distribution.
• Experience building operational workflows or sales processes from early-stage development, including creating documentation such as partnership criteria or negotiation frameworks.
• Fluency in English for drafting commercial proposals, conducting negotiations, and preparing documentation for Southeast Asian clients and stakeholders.
• Fluency in Mandarin for communicating with Hesai's technical and commercial teams (the LiDAR manufacturer based in China), reviewing technical product documentation, and managing relationships with Mandarin-speaking partners and clients in the region.

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.