Manager, Sales Development Enterprise UK

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. About the role This is a career-defining opportunity to join Airwallex’s EMEA team at a pivotal stage of growth and play a hands-on role in building our sales engine. You will influence the way we win and grow enterprise customers, and contribute to scaling a high-performing, revenue-generating function across the region. For someone excited by pace, ownership, and the chance to build, this role offers the opportunity to make a visible impact while growing alongside one of the world’s most ambitious fintech companies. What you'll do As Manager, Sales Development Enterprise UK, you will build and lead a high‑performing outbound SDR team focused on creating a qualified pipeline for our Enterprise business across the UK within our Embedded Finance, Payments and Spend Management teams. You will design the strategy to identify and engage new enterprise customers, coach SDRs on world‑class outbound execution, and use data to continuously improve performance. You will partner closely with Enterprise AEs, Marketing, and People & Talent to ensure the team is set up to hit ambitious monthly and quarterly targets. This role is based in London, United Kingdom. Responsibilities: - Develop and own the outbound SDR strategy for UK Enterprise, including target account selection, outbound motions, sequencing, and multi‑channel tactics to consistently generate high‑quality pipeline. - Hire, onboard, and lead a team of SDRs, setting clear expectations and providing ongoing coaching, training, and career development, with a particular focus on early‑career sales talent. - Implement, track, and analyse KPIs across activity, conversion, and pipeline created, using data to identify trends, diagnose performance gaps, and ensure monthly and quarterly goals are met or exceeded. - Partner closely with Marketing to design and refine lead‑generation programs, inbound lead handling processes, and campaigns aligned to our ideal customer profiles and priority verticals. - Work hand‑in‑hand with Enterprise Account Executives to ensure clean qualification, high‑quality discovery, and frictionless handover of opportunities, driving strong SAL‑to‑revenue conversion. - Establish and continuously improve team operating rhythms (stand‑ups, call blocks, pipeline reviews, enablement sessions) that drive accountability, learning, and high performance. - Champion CRM and tooling excellence, ensuring the team uses Salesforce and Outreach (or similar tools) effectively for territory management, activity tracking, and reporting in line with Sales guidelines. Who you are We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory. Minimum qualifications: - 3+ years of experience managing an SDR or outbound sales development team, ideally in a high‑growth SaaS, fintech, or technology environment, with a proven record of meeting or exceeding pipeline targets. - Demonstrated experience leading an outbound SDR function, including building or scaling processes for prospecting, qualification, and opportunity creation in a start‑up or scale‑up setting. - Proven track record of hiring, onboarding, and developing early‑career sales talent, including structured coaching on calls, messaging, and qualification. - Experience working cross‑functionally with Marketing, Account Executives, and People & Talent to align on ICP, campaigns, territory plans, and hiring or enablement priorities. - Strong analytical skills with the ability to define, monitor, and act on SDR KPIs and funnel metrics (activity, conversion, pipeline created) to drive continuous improvement. - Hands‑on proficiency with Salesforce or another leading CRM, plus a sales engagement platform such as Outreach or Salesloft, including building and refining sequences, reports, and dashboards. Preferred qualifications: - Experience building or significantly scaling an SDR or sales development team in a fintech or B2B payments company serving enterprise customers in the UK or EMEA. - Background in selling or prospecting into complex, multi‑stakeholder enterprise accounts, with familiarity across outbound tactics, territory design, and account‑based strategies. - Comfort operating in environments with high standards, fast iteration cycles, and evolving priorities, with a bias toward action, experimentation, and continuous improvement. - Experience using call recording, intelligence, and enablement tools (for example Chorus, Dialpad, Sales Navigator, ZoomInfo, or similar) to coach SDRs and refine targeting and messaging. - Passion for developing others, building an inclusive, high‑performance culture, and creating clear progression paths for SDRs into closing or other commercial roles. 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.