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Airwallex is a unified payments and financial platform for global businesses, serving over 250,000 companies worldwide including Brex, Navan, Qantas, and SHEIN. The company operates across 27 offices globally with 2,300+ employees and is valued at $11 billion, backed by leading investors including T. Rowe Price, Visa, Mastercard, and Sequoia.
As Head of Sales, SME & Growth for Brazil, you will lead Airwallex's expansion into the Brazilian market as a key member of the Americas commercial leadership team. This is a player-coach role combining strategic leadership with hands-on execution.
Key responsibilities include:
- Developing and executing the commercial strategy for Brazil in collaboration with Americas leadership, refining key verticals, positioning, and value propositions
- Building, recruiting, and leading the SME sales team including Sales Development Representatives, Account Executives, and Channel Partnerships teams
- Engaging directly with customers to close deals while leading the broader commercial team
- Driving growth across the full customer lifecycle: acquisition, activation, retention, and upselling
- Partnering with Americas and Global Marketing on customer acquisition campaigns
- Collaborating with Product to develop tools and experiences tailored to Brazilian customers
- Serving as a prominent Airwallex representative at key industry events in the Brazilian SME segment
You will be based in São Paulo with required in-office attendance.
REQUIREMENTS:
Minimum qualifications:
- 8+ years of progressive go-to-market experience, including roles at top-tier management consulting firms or go-to-market leadership in high-growth companies
- 5+ years leading and managing GTM teams (sales, account management, marketing)
- Demonstrated experience developing and executing multi-channel customer acquisition strategies and scaling revenue growth in B2B environments
- Proven ability to build and scale high-performing commercial teams in high-growth settings
- Direct experience and connections in the Brazilian fintech market
- Fluency in English and Portuguese
Preferred qualifications:
- Experience launching and scaling go-to-market teams in hyper-growth startups, particularly fintech or payments
- Evidence of growing customer base from the ground up
- Player-coach mentality with comfort in both individual contributor and team leadership roles
- Analytical, data-driven approach to growth strategy with creative problem-solving
- Ability to navigate ambiguity and adapt quickly to evolving market conditions
- Familiarity with local payment ecosystem (PIX, TED), fintech regulations, and key Brazilian fintech players
