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Airwallex is a unified payments and financial platform serving over 250,000 global businesses. As Manager of Sales Development, you will lead two outbound SDR teams focused on Payment Acceptance and Spend, targeting French SMB and Mid-Market accounts. This is a hands-on leadership role where you build operating rhythms, coaching cultures, and processes that drive team productivity and pipeline quality.
You will directly coach SDRs on territories, account lists, sequences, messaging, call reviews, and product training. You'll make outbound calls yourself to lead by example and stay connected to what works in the competitive French market. The team targets 60% of pipeline from SDR activity—you own both volume and quality through meeting attendance, follow-up, AE acceptance, conversion, and win-rate visibility.
Key responsibilities include: leading and developing both SDR teams; building effective territories, account lists, and outbound plays by segment and persona; establishing clear standards for activity, qualification, and handover; running 1:1s, call reviews, role plays, and training; tracking metrics (calls, conversations, meetings, pipeline, conversion, win rate) and translating insights into coaching; creating and maintaining playbooks for outbound execution, product knowledge, and competitive messaging; partnering with Sales Managers and AEs on ICP and account ownership; collaborating with Marketing, RevOps, and Enablement on data, messaging, tooling, and training; and regularly joining call blocks to demonstrate strong cold calling and objection handling.
You bring 4+ years of B2B sales experience with meaningful SDR/BDR team leadership. You have hands-on cold-calling and multi-channel prospecting expertise, a track record of coaching and improving rep and team performance, and experience building or standardizing territories, sequences, and sales playbooks. You're comfortable discussing activity volume, meetings, pipeline, and conversion metrics. Ideally, you have experience in high-volume, non-transactional environments (SaaS, fintech, payments, banking, FX, ERP, procurement, or spend management). You communicate effectively with SDRs, AEs, Sales Managers, Marketing, and RevOps. You are fluent in French and professionally proficient in English. You approach management with a hands-on, data-driven, high-ownership mindset.
Success means building two well-coached, consistently executing SDR teams that generate meaningful outbound impact. You'll achieve 60%+ SDR-sourced pipeline, consistent outbound volume with improving meeting quality, active no-show management, clear AE acceptance and win-rate visibility on SDR deals, regular rep coaching and development, documented and adopted territories and playbooks, and aligned Sales Managers and SDRs on ICP and performance.
