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Airwallex is a unified payments and financial platform serving over 250,000 businesses globally, including Brex, Rippling, Navan, and Qantas. The company is valued at $11 billion and backed by leading investors including Sequoia, Salesforce Ventures, and Visa.
You will join the SME & Growth team in the DACH region as a hands-on Sales Manager reporting to the Head of Sales. This is a player-coach role where you will lead a team of 4–8 Account Executives focused on SMB and mid-market customers (typically 20–1000 employees, with average deal size ≥ €2k MRR), while also carrying your own sales quota on a small number of strategic opportunities.
Key responsibilities include:
- Leading and coaching a high-performing AE team while owning a team quota and carrying individual sales targets
- Running a disciplined sales operating rhythm with weekly pipeline reviews, deal strategy sessions, and call reviews
- Staying deeply involved in live deals, especially complex or strategic ones, and co-owning them with your AEs
- Embedding MEDDPICC and SPICED sales methodologies across the team
- Building and scaling the team through hiring, onboarding, and developing A-players
- Driving GTM strategy in DACH by shaping value propositions, pitches, and vertical narratives
- Partnering with Marketing, SDRs, and Partnerships on outbound motions
- Maintaining high CRM hygiene and data quality standards
- Owning performance metrics including quota attainment, pipeline coverage, and conversion rates
You are a coach and builder who genuinely enjoys developing people and creating winning systems. You are highly structured, analytical, and hands-on with low ego—comfortable jumping on calls, reviewing sequences, or helping close deals. You thrive in ambiguity and 0→1 environments, are data-driven in your decision-making, and bring resilience and work ethic to high-pace, high-expectation settings.
Minimum qualifications: 6+ years of B2B sales experience including 3+ years as a closing Account Executive on SMB/mid-market segments; 2+ years in a front-line sales leadership role managing AEs and carrying team quota; experience in high-growth tech or fintech (ideally payments, FX, cards, accounts, or spend management); demonstrated success launching or scaling a new market, region, or business line; hands-on experience building outbound sales motions with SDRs and Marketing; strong command of MEDDPICC/SPICED/Challenger sales methodologies; proven ability to coach, develop, and performance-manage Account Executives.
The role is based in Paris with a hybrid working model requiring a minimum of 3 days per week in the office.
