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Account executives in Indonesia: duties, requirements, pay, commission and applying safely

Written by KarirAman editorial team Approved by Kaiser Khan (editor), Updated

Account executives sell to and look after business (B2B) clients, with targets and commission. Having to buy a product package or pay a deposit is suspect.

Summary

Medium scam risk
  • An account executive (AE) finds, pitches and looks after business clients, from first prospect to contract and renewal.
  • Indonesia's marketing SKKNI (Kepmenaker 124/2022) includes competency units such as sales prospecting and achieving sales targets.
  • If you are an employee with less than one year of service, pay may not be below the minimum wage (PP 36/2021 Articles 23 and 24).
  • An advert that makes you buy a product package or recruit new members is a red flag; pyramid schemes are banned by Law 7/2014 Article 9.
  • The Ministry of Manpower says recruitment fees, for example for training or uniforms, are almost certainly fraud.
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On this page
  1. What does an account executive do in Indonesia?
  2. What do you need to become an account executive in Indonesia?
  3. What does a typical account executive job description look like?
  4. How much does an account executive earn in Indonesia, and can it be commission only?
  5. Which education routes lead to account executive work?
  6. Is an account executive an employee or a partner?
  7. How do hotel account executives, MICE sales and wedding sales differ?
  8. What is the career path for an account executive?
  9. What interview questions might you be asked for account executive jobs?
  10. Which job scams target account executive applicants?
  11. Where can you find safe account executive vacancies?
  12. Which careers are similar?

What does an account executive do in Indonesia?

Account executives (AEs) sell products or services to business-to-business (B2B) clients and keep the relationship going after the sale. The work covers finding prospects, scheduling presentations, preparing quotes, negotiating, handling contracts and then tracking client satisfaction and renewals. AEs usually have monthly or quarterly sales targets, often with commission, and work with product, finance and customer service teams.

  • Find and map prospective business clients, then schedule meetings or presentations.
  • Prepare price quotes and proposals that fit each client's needs.
  • Negotiate and handle contracts together with the legal and finance teams.
  • Look after existing clients and offer renewals or additional products.
  • Record sales activity and prospects in a CRM system or regular reports.
  • Coordinate delivery, billing and complaint handling with the relevant teams.
  • Track progress against monthly or quarterly sales targets.

What do you need to become an account executive in Indonesia?

Account executive is not a licensed profession. Adverts usually ask for a D3 or bachelor's degree, communication and negotiation skills, and sales experience for senior posts. The marketing SKKNI (Kepmenaker 124/2022) includes units such as sales prospecting and achieving sales targets. Minister of Manpower Circular M/6/HK.04/V/2025 point 2 prohibits employers from discriminating on any basis in recruitment. Age limits require the special circumstances and conditions in point 3.

What does a typical account executive job description look like?

Account executive adverts in Indonesia usually look for people who communicate well, cope with targets and can manage several business clients at once, covering prospecting, presenting, negotiating and client care. Some adverts ask for experience in a particular industry. We wrote the description below ourselves from common advertising patterns. It is not a vacancy from any company, so there is no apply button.

General example, not a vacancy

We wrote this description ourselves from what job ads usually ask for. It is not a vacancy from any company.

Commonly requested requirements

  • A three-year diploma (D3) or bachelor's degree, often in management, marketing, communication or a technical field matching the product.
  • Sales experience is preferred for mid-level and senior posts.
  • Good communication, presentation and negotiation skills.
  • Comfortable with spreadsheets and sales-tracking apps.
  • Some adverts ask for a driving licence (SIM) and a vehicle for client visits.

Skills

Negotiation, Presenting, Prospecting, Client relationship management, Proposal writing, CRM, Needs analysis, Resilience under targets.

Ministry of Manpower Circular M/6/HK.04/V/2025 bars employers from discriminating on any basis in recruitment. An age requirement is allowed only where the nature of the job genuinely affects ability and it does not remove the chance of work, and the same applies to workers with disabilities. Law 13/2003 Articles 5 and 6 guarantee equal opportunity and treatment without discrimination. JDIH Kementerian Ketenagakerjaan JDIH BPK RI (peraturan.bpk.go.id)

How much does an account executive earn in Indonesia, and can it be commission only?

KarirAman does not show an account executive pay figure yet because no data meets our standard, and commission makes income vary widely. If you are an employee with less than one year of service, PP 36/2021 Articles 23 and 24 bar employers from paying below the local minimum wage. Ask for the fixed pay, commission and targets in writing, including when commission is paid.

Account Executive: available pay data (as of 8 October 2026)
Data Figure Notes
Pay range in KarirAman verified vacancies Not enough data yet (n < 30)
Average net wage of employees, Wholesale and retail trade (BPS Sakernas May 2026) IDR 2,876,852 reference for the Wholesale and retail trade sector, not specific to this career; net (after deductions) Badan Pusat Statistik
Minimum wage (UMP/UMK) as the floor IDR 2,317,601 to IDR 5,729,876 Lowest 2026 UMP IDR 2,317,601 (West Java), highest IDR 5,729,876 (Jakarta) Micro and small businesses are exempt from the minimum wage rules; pay there is set by agreement and still has a legal floor. Kementerian Hukum RI (peraturan.go.id)

Check your city's minimum wage (2026) Work out your take-home pay How we handle salary data

Which education routes lead to account executive work?

Many account executives come from D3 or bachelor's programmes in management, marketing, communication or a technical field that matches the product. Marketing vocational school (SMK) graduates can also start in field sales or telemarketing and move up to AE. Under PP 10/2018, competency certification follows the SKKNI and is run by BNSP-licensed certification bodies (LSP), so a marketing certificate can help prove your skills.

Is an account executive an employee or a partner?

It depends on the agreement. Under Law 13/2003 Article 1(15), an employment relationship has three elements: work, wages and instructions. If you work to company targets and hours but are called a partner (mitra) with no fixed pay, ask for your status in writing. Employees are registered with BPJS by the employer (Law 24/2011 Article 15), while partners register themselves as Non-Wage Earners (BPU).

Legal status: the Labour Protection Law was approved by the DPR and the Government on 6 October 2026 but has not been promulgated and its text is not public. Until it takes effect, the rules on this page apply.

Dewan Perwakilan Rakyat RI (emedia); Kementerian Ketenagakerjaan RI

How do hotel account executives, MICE sales and wedding sales differ?

In hotels, an account or sales executive sells rooms, meeting space and meal packages to companies, government offices and travel agencies, including corporate rates for frequent guests. MICE sales sell packages for meetings, incentives, conventions and exhibitions, while wedding sales handle wedding packages from the venue visit to the handover to the events team. Targets are usually rooms sold, event value or revenue, and the job often means working weekends when events take place. Ask for the commission formula and targets in writing in your employment contract.

What is the career path for an account executive?

Account executives who hit targets consistently usually move up to senior account executive, key account manager for large clients and then sales manager leading a team. Common side moves include business development, customer success or product marketing. A documented sales record, such as target reports without confidential client data, helps when you apply for the next role.

What interview questions might you be asked for account executive jobs?

Interview questions for account executive jobs often cover how you offer products, targets you have met, dealing with angry customers, what you do when you miss a target, and honesty in selling. Each example below comes with why it is asked and how to answer it. The Ministry of Manpower warns that an instant chat interview without formal confirmation is one sign of a fake job.

Republika (official statement via media)

General examples written by KarirAman, not questions from any particular company. How to practise: read the question, answer it out loud, then open the guidance to compare.

Questions for this field

How do you offer a product to someone who is not interested yet?

Why they ask: The interviewer wants to see how you open a conversation and read people's needs.

How to answer: Explain that you ask about their needs first, explain the benefits that matter to them and accept a no politely.

Tell me about a sales or service target you met.

Why they ask: These jobs are often measured by targets, so evidence of results helps.

How to answer: Give results with figures you can stand behind, such as the number of customers or items, then explain how you got there.

How do you deal with an angry customer?

Why they ask: How complaints are handled decides whether customers come back.

How to answer: Give an example of listening fully, apologising for the trouble, offering a solution within the rules and involving a supervisor when needed.

What do you do when you miss a target?

Why they ask: The recruiter wants to know whether you learn from poor results.

How to answer: Explain how you look for the cause, change your approach and ask a supervisor or experienced colleague for feedback.

How do you stay honest when selling?

Why they ask: Untrue promises hurt customers and can create legal trouble for the company.

How to answer: Say you only promise what the product terms state, explain costs and risks openly and refuse misleading sales tactics.

How do you find and keep new clients?

Why they ask: Sales growth depends on new clients and long-term relationships.

How to answer: Explain how you research prospects, your follow-up schedule, the tools you use to track them and an example of a client you kept.

Common questions that also come up (12 questions)

  • Tell me about yourself.

    Answer in about a minute: where you are now in work or study, two experiences that matter for this job, then why you applied. Personal matters such as family status are not needed.

  • Why did you apply to this company?

    Mention one or two real things you learned from the company's official website, such as its business or services, and link them to your skills.

  • Why are you interested in this role?

    Pick two tasks from the job advert, describe similar things you have done, and say which part you most want to grow in.

  • What are your strengths?

    Name one or two strengths and give short proof: the situation, what you did and the result.

  • What is your weakness?

    Choose a real weakness that is not central to the job, then explain what you are doing to improve it.

  • Tell me about a problem at work or school that you solved.

    Use the STAR pattern: Situation, Task, Action, Result. Focus on what you yourself did and what you learned.

  • How do you work in a team, including when people disagree?

    Give a real example of listening, explaining your view politely and finding a solution everyone accepted.

  • How do you handle pressure or tight deadlines?

    Explain how you set priorities, such as a task list or checking with your supervisor, and give one example of the outcome.

  • Where do you see yourself in two or three years?

    Mention the skills you want to master and the responsibility you hope to take on, without promising things you cannot know.

  • What salary do you expect?

    First research the pay range for the role and the local minimum wage where you would work. Give a range, then ask whether the figure is gross or net and which allowances apply.

  • When can you start?

    Give a realistic date. If you are still employed, mention the notice period in your current contract so you do not break it.

  • Do you have any questions for us?

    Ask about the contract type, working hours, base pay and allowances, the next selection step and when results are announced. Ask for the offer in writing.

Warning signs in interviews (6)

  • The interview happens only by WhatsApp or Telegram chat with no formal invitation, or you are pushed to be interviewed on the spot.

    What to do: Ask for a written invitation from a company-domain e-mail address, then match the contact with the official website you look up yourself.

    Republika (official statement via media)Kompas TV (official statement via media)detikFinance

  • You are asked to pay for a test, a psychological test, a medical check-up, training or a uniform, or to book tickets and a hotel through an appointed agent with a promise of reimbursement.

    What to do: Do not transfer anything. The Ministry of Manpower says legitimate recruitment does not charge applicants.

    Kompas TV (official statement via media)Republika (official statement via media)Koran Jakarta (official statement via media)PT Bank Central Asia Tbk (BCA)

  • The interview is held in a hotel room, a private house or another closed place that is not an office, or the location keeps changing. An invitation to stay overnight, or any sexual demand, as a condition for being hired or for renewing a contract is also a warning sign.

    What to do: Ask for the interview at the office or a public place, tell someone close to you where you are, and leave if you feel unsafe. Sexual demands can be reported to the police or the local manpower office (Disnaker). If you are in danger, call the police.

    Koran Jakarta (official statement via media)detikBali (detik.com) (official statement via media)Medcom.id (official statement via media)

  • You are asked for a photo of your KTP or family card, a selfie holding your ID, your bank account number, an OTP code, a PIN or a password before any written job offer.

    What to do: Do not send them. OJK says never to give an OTP, PIN or password to anyone, and identity data can be misused for illegal online loans.

    Kompas TV (official statement via media)Otoritas Jasa Keuangan (Sekretariat Satgas PASTI)Koran Jakarta (official statement via media)

  • The interview invitation arrives as an app file (APK) or a link that asks you to install an app.

    What to do: Do not open it. OJK and Kominfo warn that fake APK files can read SMS messages with OTP codes and then drain bank accounts.

    CNN Indonesia (official statement via media)

  • After the interview you are asked to hand over your original diploma or other original personal documents as a guarantee for the job.

    What to do: Ministry of Manpower Circular M/5/HK.04.00/V/2025 bars employers from requiring or holding original diplomas and personal documents as a guarantee for the job. The only exception is a diploma or competency certificate from education or training paid for by the employer under a written employment agreement, and the employer must keep it safe and compensate you if it is damaged or lost. Otherwise, show them for checking, then take them home.

    Dinas Tenaga Kerja Kota Batam (meneruskan SE Menteri Ketenagakerjaan RI)

In danger or held at an interview location? Call the police:

See all interview questions Build an ATS CV Write a cover letter

Which job scams target account executive applicants?

A common scam that uses the account executive or marketing title is a job that turns out to require buying a product package, paying a deposit or recruiting new members to earn bonuses. Law 7/2014 Article 9 bans pyramid schemes in the distribution of goods, and the Ministry of Manpower says recruitment fees are almost certainly fraud. Also watch for requests for your bank account number or a selfie with your ID card early on.

Warning signs in account executive job ads

  • You must buy a product package, pay a deposit or pay for sales training before you can start work.Republika (official statement via media)
  • The main income promised comes from recruiting new members, not from selling to clients.Kementerian Hukum RI (peraturan.go.id)
  • The advert promises very high income for vague duties, and the interview happens only by chat.Republika (official statement via media)
  • The recruiter asks for your bank account number, PIN or a selfie holding your ID card to verify you at an early stage.Kompas TV (official statement via media)
  • The recruiter claims to be from a large company but only contacts you by private message, and the vacancy is not on its official site.Otoritas Jasa Keuangan (Sekretariat Satgas PASTI)
  • The advert sets age, appearance or marital-status requirements without a lawful reason.Kontan (official statement via media)

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Where can you find safe account executive vacancies?

Look for account executive vacancies on companies' official careers sites, the Ministry of Manpower's Karirhub portal and the SOE careers directory. OJK's Satgas PASTI warns that job scammers often pose as large companies and ask for upfront payment, so check the advert against the company's official site and accounts before sending any data. KarirAman does not list verified account executive vacancies yet.

No verified vacancies for this role yet

We only list vacancies we have checked. In the meantime, look for jobs on these official channels.

Which careers are similar?

See other careers in Sales and marketing

Frequently asked questions

Can an account executive be paid commission only?

Check your status first. If you are an employee, PP 36/2021 Article 23 bars employers from paying below the minimum wage, and under Article 24 this applies to workers with less than one year of service. Commission-only offers often use a partner (mitra) status instead. Ask for the fixed pay, commission, targets and contract status in writing.

Is it normal to be asked to buy products before starting as an AE?

No. Indonesia's Ministry of Manpower says a fee in recruitment is almost certainly a scam, and Law 7/2014 Article 9 bans pyramid schemes in the distribution of goods. If you must buy a package, pay a deposit or recruit other people to earn money, stop the process, keep the messages as evidence and check the company through its official channels.

Are account executives owed overtime pay?

In principle, yes. PP 35/2021 Article 27 requires overtime pay when you work beyond normal hours, except for certain job grades whose hours cannot be limited and who receive higher pay. That exception must be set out in the employment contract, company regulation or collective agreement; if it is not, the employer must pay overtime.

Who registers an account executive with BPJS?

If you are an employee, Law 24/2011 Article 15 requires the employer to register itself and its workers with BPJS. If you work as a partner (mitra) or freelancer, Article 16 requires you to register yourself, for example as a Non-Wage Earner (BPU) member of BPJS Ketenagakerjaan. Ask about this before you sign a contract.

Who wrote and reviewed this page?

Written by KarirAman editorial team Published Updated

Prepared with AI assistance. Checked against official sources and approved for publication by Kaiser Khan (editor). Approval date: .

Sources

The facts on this page come from these sources. Dates show when we opened them.

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How to cite

KarirAman (2026). Account executives in Indonesia: duties, requirements, pay, commission and applying safely. Updated 8 October 2026. https://kariraman.com/en/careers/account-executive/

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Change log
  • : Title, description and first answer now use the terms readers search for; category, related careers and supporting links updated.
  • : New section on hotel, MICE and wedding sales added.