Sales Development Representative, SME & Growth, DACH

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. As a Founding Business Development Manager (SDR) at Airwallex, you will drive Airwallex’s future growth engine in Germany. You get excited about engaging with prospects to qualify needs better, thinking creatively and independently about outreach strategies and working with colleagues in marketing to devise bespoke, product-led marketing initiatives. You are adept at identifying high-value opportunities and capable of managing early sales funnel activities. You are used to delivering value in complex situations and are energised by learning about new and existing products. This is a builder role — you will set things up from the ground up: design and iterate the demand generation and sales process, sharpen the articulation of Airwallex’s value proposition, and create the key tools and assets that enable scale. In Germany, this includes owning and iterating a Germany-first, AI-assisted outbound strategy to create high-quality pipeline, with an entrepreneurial mindset and strong intrinsic motivation. This is also a growth opportunity to progress into a Business Development Manager role as part of your career path. If you’re hungry, smart, persistent, and a great teammate, we want to hear from you! We operate in a hybrid environment, with a minimum of 3 days a week of working from the office in Berlin. What You'll Be Doing... - Move solid leads through the funnel connecting them to a salesperson, and arranging meetings. - Initiate contact with potential customers by calling or responding to inquiries generated by the Marketing Team, and by executing focused, AI-assisted outbound sequences for the German market. - Design, test, and execute ‘plays’ across the customer journey through cold calls, emails, chat and social media. - Develop relationships with prospects to uncover needs through effective questioning to qualify interest and viability to prepare hand-off to sales. - Present product information to customers once you have identified their needs. - Follow-up with potential customers who expressed interest but did not initially result in a sales opportunity. - Perform regular follow-up calls or emails and facilitate communication with existing customers to deepen relationships and identify new potential needs. - Effectively work through lead list meeting/exceeding SLAs, consistently update activity and contact information within the CRM system and support weekly reporting efforts. - Build, test, and scale outreach strategies and best practices, and own the outbound strategy based on performance insights and AI-driven learnings. What You'll Need... - Demonstrated experience setting up an outbound strategy (playbooks, ICPs, sequencing, tooling) in a new or early-stage market. - Track record of top performance or prior success in an SDR-related role (a minimum of 1-year experience required) - Superior verbal and written communication skills in German and English. - Strong interest in technology, including hands-on experience with AI tools for outbound (e.g., sequencing co-pilots, enrichment, personalization, lead scoring) - Entrepreneurial, builder mindset with high intrinsic motivation and a strong bias to action; comfortable with ambiguity and able to operate in a hyper-growth environment At Airwallex you’ll have the ability to make an impact in a rapidly growing, global fintech. We want you to share in our success, which is why you’ll be offered a competitive salary plus valuable equity within Airwallex. We also like to ensure we create the best environment for our people by providing a collaborative open office space. We organize regular team-building events and we give our people the freedom to be creative. 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.