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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 operates across 27 offices worldwide with 2,300+ employees and is valued at $11 billion, backed by leading investors including Sequoia, Visa, Mastercard, and T. Rowe Price.
As Sales Manager for SME & Growth, you will lead a high-performing pod of Account Executives focused on SMB and mid-market customers across the UK and select EMEA territories. This is a hands-on coaching role where you own a team quota and operate in a high-velocity sales environment.
Key responsibilities include:
- Leading and coaching a team of Account Executives with clear expectations on activity, pipeline quality, and performance
- Running disciplined sales operating rhythms including weekly pipeline reviews, deal strategy sessions, call coaching, and quarterly business reviews
- Embedding modern sales methodologies (MEDDPICC, SPICED, Challenger) across the team to drive rigorous qualification and consistent messaging
- Building and scaling outbound sales motions in partnership with SDRs and Marketing, including target segment definition, cadence design, and reporting
- Maintaining CRM hygiene and forecasting discipline, using data to manage pipeline coverage, conversion rates, and cycle times
- Attracting, hiring, and onboarding high-performing Account Executives with clear development paths
- Partnering with Product, Marketing, Revenue Strategy, and other cross-functional teams to shape go-to-market strategy and support new market launches
You bring 6+ years of B2B sales experience with at least 3 years as a closing Account Executive in SMB/mid-market segments, plus 2+ years in a front-line sales leadership role managing AEs and carrying team quota. You have a proven track record of meeting or exceeding quota and ideally come from high-growth tech or fintech backgrounds with experience in payments, FX, cards, accounts, or spend management. You've launched or scaled new markets or business lines, built outbound motions with SDRs and Marketing, and have hands-on expertise in modern B2B sales methodologies. Strong coaching, performance management, and data-driven decision-making skills are essential.
