Sales Manager, SME & Growth

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 TEAM The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers. WHAT YOU’LL DO Airwallex aspires to serve the fastest-growing businesses globally. As the Sales Manager, SME & Growth, you will lead and scale a team of full-cycle Account Executives responsible for acquiring and closing customers within SMB segments. You will be accountable for revenue, pipeline health, deal quality, and execution velocity. This role requires a hands-on sales leader who can coach AEs on discovery, deal strategy, and closing, while also building the processes, metrics, and operating cadence needed to scale a high-performing SMB sales motion. If you are a data-driven leader who thrives on intensity, accountability, and continuous improvement and developing strong closers. This role offers the opportunity to shape one of Airwallex’s most important growth engines. This role is based in San Francisco. RESPONSIBILITIES: - Lead, coach, and develop a team of full-cycle Account Executives, with a strong focus on closing excellence and consistent revenue delivery - Partner closely with the outbound sales leader and cross-functional team leaders to continuously explore, test, and refine ICPs, evaluate new SMB verticals, and provide structured feedback based on deal quality, win/loss insights, and revenue outcomes - Coach AEs on prioritizing leads and opportunities effectively, ensuring time and effort are focused on the highest-conversion, highest-revenue deals - Drive best-in-class pipeline management practices, including deal qualification, stage progression discipline, pipeline coverage, and forecast accuracy - Develop AEs’ ability to run strong discovery, identify economic buyers, and manage multi-stakeholder deal cycles within SMB organizations - Coach and inspect deals on negotiation strategy, objection handling, pricing conversations, and close planning to improve win rates - Instill structured deal management habits, including clear next steps, mutual action plans, and close plans for every active opportunity - Drive a metrics-led operating cadence focused on deal velocity, stage conversion, win rates, and pipeline quality - Leverage data, AI, and sales tools to improve account research, deal strategy, and pipeline visibility - Maintain high standards of CRM hygiene, deal inspection, and sales process adherence 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: - Minimum of 6 years of experience in B2B sales, with experience managing/coaching Account Executives - Proven track record closing deals and managing complex SMB pipelines end-to-end - Strong commercial judgment with the ability to prioritize leads, assess deal quality, and forecast accurately - Deep experience coaching AEs on closing, negotiation, objection handling, and pipeline management - Comfortable managing multi-stakeholder deal cycles, including traditional business owners and finance teams - Excellent communication skills - structured, persuasive, and credible in commercial negotiations - Experience operating in fast-paced, high-growth environments with high accountability PREFERRED QUALIFICATIONS: - Experience leading SMB sales teams in fintech, payments, or trade-related platforms - Strong intuition for mapping customer payment flows and identifying expansion or revenue opportunities - Demonstrated ability to improve close rates, deal velocity, and win consistency - Experience leveraging AI and sales tools to improve deal strategy, pipeline visibility, and forecasting accuracy - Relationship-first leadership style with a strong coaching and talent-development mindset 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.