Head of Sales, SME, US

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. The Role We’re hiring a Head of Sales, SME, US to build and lead a world‑class, high‑growth commercial engine across the region. You will own new business, account expansion, and GTM partnerships, with a mandate to scale a high‑performing sales organization and crack product–market fit in new verticals, including eCommerce, software & technology, trading, import & export, and manufacturing. This is a hands‑on leadership role for a high‑energy, commercially obsessed builder who loves being in the field with customers as much as they enjoy designing the systems, processes, and talent strategy behind a top‑tier sales organization. Location: Based in San Francisco/ New York, with the ability to travel across the US and occasionally internationally as needed. What You’ll Do Own the US commercial engine - Own new business revenue, expansion, and retention targets across the US. - Lead and scale our AEs and sales managers to drive high‑quality pipeline and consistent new customer acquisition. Build a world‑class sales organization - Design and implement the sales operating model across segments, territories, and verticals (including eCommerce, software/tech, trading, import/export, and manufacturing). - Establish and continuously improve sales processes and methodologies – from discovery, qualification, and value articulation through to negotiation and closing. - Build the recruiting framework for sales: define profiles, interview loops, and assessment criteria; partner with Talent Acquisition to hire and onboard top‑tier sales and AM leaders and ICs. - Implement best practices in forecasting, pipeline hygiene, territory planning, and quota setting, in close partnership with RevOps and Finance. Lead from the front with customers - Personally lead executive‑level discovery, solutioning, and deal execution with strategic prospects and customers. - Act as a trusted advisor to C‑level and VP‑level stakeholders across our target industries, bringing a deep understanding of payments, FX, and financial operations. - Champion Airwallex in the market through customer meetings, events, and partner engagements, setting the bar for what great looks like in senior client interaction. Coach, develop, and inspire the team - Be a culture‑builder who sets a high‑energy, high‑ownership tone for the US sales organization. - Coach and develop managers and ICs through structured 1:1s, deal reviews, and regular training on discovery, objection handling, and closing. - Instill a learning and experimentation mindset – continuously test new approaches, share learnings, and raise the bar on performance and craftsmanship. Shape strategy and product–market fit - Partner closely with Product, Marketing, and Risk to identify and validate product–market fit in new verticals and segments. - Bring structured market, customer, and competitive insights back into product roadmaps and GTM strategy. - Define and refine our ideal customer profiles, use cases, and value propositions across eCommerce, software/tech, trading, import & export, and manufacturing. Who You Are - Proven sales leader: You have significant experience leading high‑growth B2B sales organizations (ideally in payments, fintech, or software/technology) with clear ownership of new business and expansion targets. - Builder of teams and culture: You’ve built or scaled sales teams from the ground up, including hiring, onboarding, and developing AEs and sales Managers, and are known for creating a high‑performance, high‑trust culture. - Process and systems thinker: You bring a disciplined approach to sales operations – from discovery frameworks and sales methodologies to forecasting, pipeline management, and tools. - Exceptional coach and communicator: You are an inspirational leader who can attract talent, set clear expectations, and coach people to their next level; you communicate complex ideas simply and persuasively. - Customer‑obsessed and commercially sharp: You love spending time with customers, understanding their businesses deeply, and structuring creative, win‑win deals that drive long‑term value. - Curious, high‑horsepower operator: You learn fast, ask great questions, and thrive in an environment with ambiguity, pace, and high expectations. - Vertical experience (nice to have): Experience selling into eCommerce, software/SaaS, trading, import & export, or manufacturing is a strong plus. 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.