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Airwallex is an AI-native financial operating system serving over 675,000 businesses globally, including McLaren Racing, Qantas, SHEIN, and TikTok. The company operates as a regulated backbone for global payments with 85+ licenses across North America, Europe, the Middle East, and Asia-Pacific. With 2,300+ employees across 27 offices and co-headquarters in San Francisco and Singapore, Airwallex is building toward $10B ARR by 2030.
As Sales Manager for SME & Growth, you will lead and scale a team of full-cycle Account Executives acquiring and closing customers with 1–500 employees across segments such as travel, ecommerce, and SaaS. This is a high-impact role in one of Airwallex's biggest growth opportunities, as the SME market remains largely untapped.
Key responsibilities include:
- Owning revenue delivery, pipeline health, deal quality, and execution velocity across your team
- Coaching Account Executives on discovery, deal strategy, negotiation, objection handling, and closing techniques
- Building processes, metrics, and operating cadence to scale a high-performing outbound sales motion
- Leveraging data, AI, and sales tools to improve account research, deal strategy, pipeline visibility, and forecasting accuracy
- Partnering with sales leadership and cross-functional teams to refine ideal customer profiles, test new SMB verticals, and translate win/loss insights into better execution
- Recruiting, developing, and raising the bar for your team while strengthening the overall sales motion
You'll work from the San Francisco office on Mondays, Wednesdays, and Thursdays. The role is ideal for someone who thrives in high-growth environments, owns outcomes without waiting for permission, and is excited by untapped market categories where you can shape the narrative.
REQUIREMENTS:
Essentials:
- Minimum 6 years of B2B sales experience, including managing and coaching Account Executives
- Proven track record of closing deals and managing complex SMB pipelines end-to-end
- Strong commercial judgment with ability to prioritize leads, assess deal quality, and forecast accurately
- Deep experience coaching Account Executives on closing, negotiation, objection handling, and pipeline management
- Experience managing multi-stakeholder deal cycles, including with business owners and finance teams
- Excellent communication skills—structured, persuasive, and credible in commercial negotiations
- Experience operating in high-growth environments with high accountability
- Experience leading outbound sales motions, including prospecting and cold calling
- Builder mindset with examples of creating or improving sales processes, enablement, or operating rhythms without relying on established frameworks
Preferred:
- Experience leading SMB sales teams in fintech, payments, or trade-related platforms
- Strong intuition for mapping customer payment flows and identifying expansion or revenue opportunities
- Demonstrated ability to improve close rates, deal velocity, and win consistency
- Experience using AI and sales tools to improve deal strategy, pipeline visibility, and forecasting accuracy
- Relationship-first leadership style with strong coaching and talent-development mindset
- Experience in high-growth startups or scale-ups
