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Airwallex is a unified payments and financial platform serving over 250,000 businesses globally, including Brex, Navan, Qantas, and SHEIN. The company is valued at $11 billion and backed by leading investors including T. Rowe Price, Visa, Mastercard, and Sequoia.
The SME & Growth team partners with ambitious SMB and mid-market businesses operating across borders, helping them manage payments, hold and convert funds, pay suppliers, and issue cards globally from a single platform. Lithuania represents a greenfield market opportunity with a lean, high-calibre commercial team and strong backing.
You will report to the Head of Revenue and Growth and lead a hands-on, player-coach sales role. This is a hybrid position (minimum 3 days per week in office) based in Vilnius.
Key responsibilities:
- Lead, coach, and manage a team of Account Executives focused on SMB customers (typically 20–500 employees, average deal size €2k+ MRR)
- Own a team quota and carry your own sales quota on a small number of opportunities
- Be deeply involved in live deals, especially complex or strategic ones
- Run a high-quality sales operating rhythm with weekly pipeline and forecast reviews, deal strategy sessions, and call reviews
- Stay close to the field by joining customer meetings and co-owning strategic deals with AEs
- Drive sales methodology and funnel discipline using MEDDPICC and SPICED frameworks
- Ensure consistent ICP/persona-based qualification and maintain high CRM hygiene standards
- Build and scale the team by attracting, hiring, and onboarding A-players in partnership with Talent Acquisition
- Provide clear expectations, feedback, and development paths for each AE
- Shape GTM strategy by contributing to value propositions, pitches, and vertical narratives
- Partner with Marketing, SDRs, and Partnerships on outbound motions and campaigns
- Own performance and reporting, providing data-driven updates on risks, opportunities, and resourcing needs
You are a coach and builder who genuinely enjoys developing people and building winning systems. You are highly structured and analytical, moving from problems to root causes and clear action plans. You are hands-on and low-ego, comfortable jumping on calls, reviewing sequences, building decks, or closing deals. You thrive in ambiguity and 0→1 situations where there is no fixed playbook. You are data-driven, using numbers and facts to prioritize, coach, and decide. You are resilient and hard-working, energized by high expectations and high pace.
MINIMUM QUALIFICATIONS:
- 4+ years of B2B sales experience, including 3+ years as a closing Account Executive on SMB/mid-market segments
- 1+ years in a front-line sales leadership/team lead role, managing AEs and carrying a team quota
- Experience in high-growth tech or fintech, or selling to CFOs, ideally with payments, FX, cards, accounts, or spend management products
- Demonstrated experience launching or scaling a new market, region, or business line
- Hands-on experience building outbound sales motions with SDRs and Marketing
- Strong, practical command of key Sales Methodology (MEDDPICC/SPICED/Challenger)
- Proven ability to coach, develop, and performance-manage Account Executives
- Excellent verbal and written communication skills in Lithuanian (native or near-native) and English (professional)
