Manager, Business Development & Strategic Partnerships (LiDAR Distribution)

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.