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Airwallex is a unified payments and financial platform serving over 250,000 global businesses including Brex, Rippling, Navan, and Qantas. The company combines proprietary infrastructure with software to deliver integrated solutions for business accounts, payments, spend management, treasury, and embedded finance at scale. Founded in Melbourne and valued at $11 billion, Airwallex operates across 27 offices globally with 2,300+ employees.
You will build and lead the Malaysia SME & Growth sales organization, overseeing Channel Partnership Managers (CPMs) and Inbound Sales Representatives (ISRs). You own the complete go-to-market strategy across inbound, outbound, and partnership channels, with accountability for new business and gross profit targets.
Key responsibilities include: hiring, coaching, and developing CPM and ISR teams; designing and scaling an integrated pod model with clear ownership rules, SLAs, and lead-routing processes; setting and driving pipeline and activity targets while maintaining disciplined sales hygiene and forecasting; developing a channel partnerships strategy by identifying and growing high-potential partners (corporate secretaries, accounting firms, consulting firms, digital platforms); collaborating with Marketing and GTM Partnerships on campaigns and partner-led initiatives; and working cross-functionally with Product, Payments, Operations, and regional leadership to enable the sales organization, strengthen CRM data quality, embed AI-enabled sales tools, and provide local market insights for SEA expansion.
You bring 10+ years of sales and business development experience in high-growth environments with end-to-end ownership of complex B2B deals. You have 5+ years leading sales teams across inside/inbound sales and channel/partnership motions. You've built high-performing teams that consistently meet or exceed revenue and gross profit targets, with proven expertise designing lead-routing, handover, and shared-KPI models. You possess strong knowledge of payments and fintech, including PSP and merchant acquiring models, and can translate complex products into clear SME value. You're data-driven with hands-on experience in Salesforce, pipeline management, forecasting, territory management, and AI-enabled sales tools. You communicate exceptionally well, are fluent in English, and have deep knowledge of the Malaysian business environment with confidence engaging SMEs, partners, and regulators. Preferred: direct PSP, payment gateway, acquirer, or payments-focused fintech experience.
