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Airwallex is an AI-native financial operating system serving over 676,000 businesses globally, including McLaren Racing, Qantas, SHEIN, and TikTok. The company provides regulated financial infrastructure for global payments and commerce, operating across North America, Europe, the Middle East, and Asia-Pacific with 2,300+ employees across 27 offices.
The SME & Growth Business team focuses on empowering small and medium-sized enterprises to thrive in the global economy through tailored financial solutions and cross-border payment capabilities.
As Manager of Sales Development, you will own the strategy, execution, and performance of the SDR team responsible for generating high-quality pipeline and developing sales talent. You will lead from the front—coaching, mentoring, and scaling an outbound motion while collaborating with Account Executives, Marketing, and RevOps to continuously improve customer identification, engagement, and qualification.
Key responsibilities include:
- Building, leading, and scaling a high-performing SDR team focused on new customer acquisition in SME & Growth segments
- Instilling a culture of intensity and velocity, driving high-quality activity and disciplined execution to accelerate pipeline creation
- Empowering the team to refine Ideal Customer Profiles (ICPs) and focus on highest-revenue, highest-conversion opportunities
- Leveraging AI and automation tools to improve prospecting efficiency, account research, personalization, and SDR productivity
- Continuously improving SDR processes, workflows, and tooling to prioritize high-impact, revenue-generating activities
- Coaching SDRs on messaging, discovery, objection handling, and qualification to improve conversion rates
- Partnering with AEs, Marketing, and RevOps to optimize lead flow, campaign execution, and handoff processes
- Establishing clear performance metrics, dashboards, and reporting to track activity, pipeline, and outcomes
- Hiring, onboarding, and ramping new SDRs with clear career paths
- Maintaining accurate pipeline and activity tracking in CRM for data integrity and forecasting accuracy
REQUIREMENTS:
- Minimum 4 years of experience in B2B sales, sales development, or go-to-market roles within SaaS, fintech, or startup environments
- Prior experience directly leading or player-coaching a small SDR team
- Strong commercial acumen to identify and iterate on ICP
- Proven ability to generate qualified pipeline through disciplined execution
- Hustler mentality: scrappy, persistent, comfortable operating in ambiguity and fast-changing environments
- Strong communication skills—clear, structured, and persuasive across written and verbal channels
PREFERRED QUALIFICATIONS:
- Experience scaling SDR teams in high-growth fintech or startup environments
- Experience in payments or financial infrastructure (collections, payouts, FX, cross-border payments)
- Experience leveraging AI, automation, or enrichment tools to improve SDR productivity and account research
- Experience working cross-functionally across Sales, Marketing, and RevOps
