Director, SME, Spain

Job description

ABOUT AIRWALLEX Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 250,000 businesses worldwide – including Brex, Navan, Qantas, SHEIN and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale. Proudly founded in Melbourne, we have a team of over 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us. ATTRIBUTES WE VALUE We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles https://www.airwallex.com/us/operating-principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor. You're humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next. WHAT YOU’LL DO Spain is a key expansion market for our EMEA region and will play a critical role in achieving Airwallex’s commercial success in EMEA and globally. This role is a key part of the commercial leadership team in EMEA, driving strategic decision-making and ensuring alignment with broader regional objectives. It is responsible for launching and leading an SME & Growth team on the ground in Spain to achieve ambitious commercial aspirations, including acquiring new clients (frontbook) and managing existing clients (backbook) and driving upsells/cross-sells, and growing our presence to cement Airwallex as the market leader within the global banking and payments industry. RESPONSIBILITIES: - Hire, lead and inspire SME & Growth teams: Oversee Sales Development, Inbound/Outbound Sales, Account Management, and Channel Partnerships, driving them to exceed regional targets and deliver exceptional results. - Shape and execute commercial strategies: Develop and own the end-to-end go-to-market strategy, leveraging data, market insights, and key revenue channels to drive growth and profitability achieving annual OKRs. - Engage with customers and markets: Interface directly with customers and prospects, leading strategic deals and shaping customer-focused strategies with the global Product organisation. - Manage P&L and financial performance: Oversee the commercial contribution margin, budgets, and investments, ensuring financial goals are met while aligning incentive structures with global frameworks. - Build a high-performing team and culture: Recruit, empower, and retain top talent, foster a positive and high-performing team culture, and lead quarterly Sales Kick-Offs to align and inspire. - Enhance brand and drive strategic collaboration: Strengthen Airwallex’s brand in the Spanish market, represent the company at key events, and collaborate with regional and global teams to align on commercial strategies and campaigns. WHO YOU ARE We’re looking for people who meet the minimum qualifications for this role. The preferred qualifications are great to have, but are not mandatory. Ideally, you are an ambitious individual with sharp analytical skills, exceptional emotional intelligence and highly collaborative spirit. This role demands a track record of success and resilience in navigating ambiguity. You will be an owner and a builder, expected to be adaptable to changes as the business grows and scales. MINIMUM QUALIFICATIONS: - Proven experience of at least 8 years in sales, revenue growth, or go-to-market leadership, including direct P&L ownership and driving cross-functional teams to achieve ambitious targets. - Demonstrated ability to build and scale high-performing teams in dynamic, high-growth environments, with a track record of fostering team engagement and success. - Strong analytical and data-driven approach to strategy formulation and execution, with experience in leveraging market and customer insights to optimise commercial outcomes. - Excellent communication and stakeholder management skills, with the ability to collaborate across diverse teams, influence global product strategies, and represent the organisation externally. - Strong Spanish market experience. - Native or fluent Spanish speaker. - Excellent stakeholder management and communication skills. PREFERRED QUALIFICATIONS: - A strong academic background, ideally from top-tier universities, complemented by early career success in consulting or other strategic roles. - Experience launching and scaling go-to-market teams in hyper-growth startups, particularly in the fintech or payments sectors. - Proven ability to navigate ambiguity and adapt quickly to evolving market conditions, demonstrating resilience and innovative problem-solving. APPLICANT SAFETY POLICY: FRAUD AND THIRD-PARTY RECRUITERS To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com http://airwallex.com email address. Please apply only through careers.airwallex.com http://careers.airwallex.com or our official LinkedIn page. Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary. EQUAL OPPORTUNITY Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.