Sales Manager, SME & Growth

About Airwallex

Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software we empower over 250000 businesses worldwide including Brex Rippling Navan Qantas SHEIN and many more with fully integrated solutions to manage everything from business accounts payments spend management and treasury to embedded finance at a global scale.

Proudly founded in Melbourne we have a team of over 2300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading investors including T. Rowe Price Visa Mastercard Robinhood Ventures Sequoia Salesforce Ventures DST Global and Lone Pine Capital Airwallex is leading the charge in building the global payments and financial platform of the future. If youre ready to do the most ambitious work of your career join us.

Attributes We Value

We hire successful builders with founder-like energy who want real impact accelerated learning and true ownership. You bring strong role-related expertise and sharp thinking and youre motivated by our mission and operating principles. You move fast with good judgment dig deep with curiosity and make decisions from first principles balancing speed and rigor.

Youre humble and collaborative; turn zerotoone ideas into real products and you get stuff done end-to-end. You use AI to work smarter and solve problems faster. Here youll tackle complex highvisibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you lets build whats next.

About the team

The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers.

What youll do

As a Sales Manager SME & Growth you will be a handson coach leading a pod of Account Executives focused on SMB and midmarket customers across UK and selected EMEA territories.

You will own a team quota and run a disciplined sales operating rhythm in a highvelocity environment.

You will embed modern sales methodologies (MEDDPICC / SPICED / Challenger) build strong outbound motions with SDRs and Marketing and partner closely with crossfunctional teams to shape our gotomarket and hit ambitious growth targets.

This role is based in London United Kingdom in a hybrid model with time split between the office and remote work.

Responsibilities:

• Lead coach and manage a highperforming team of Account Executives serving SMB / midmarket customers setting clear expectations on activity pipeline quality and performance.

• Run a highquality sales operating rhythm including weekly pipeline and forecast reviews regular deal strategy sessions call coaching and quarterly business reviews.

• Embed MEDDPICC / SPICED / Challenger as the standard way of running opportunities driving rigorous qualification multithreading and consistent personabased messaging across the team.

• Build and scale outbound sales motions in partnership with SDRs and Marketing including target segment definition outreach cadences content and reporting while maintaining strong crossfunctional reporting cadences.

• Maintain high standards of CRM hygiene data quality and forecasting discipline using data to manage pipeline coverage conversion win rates and cycle times.

• Attract hire and onboard Aplayer AEs in partnership with Talent Acquisition providing clear expectations coaching and development paths for each team member.

• Partner with Product Marketing Revenue Strategy & Operations and other stakeholders to feed structured market feedback shape local GTM strategy and support new market or businessline launches.

Who you are

Were looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have but are not mandatory.

Minimum qualifications:

• 6 years of B2B sales experience including at least 3 years as a closing Account Executive selling into SMB / midmarket segments.

• 2 years in a frontline sales leadership or teamlead role managing AEs carrying a team quota and operating in a highvelocity sales environment.

• Proven success in an individual contributor AE role with a strong track record of meeting or exceeding quota in B2B sales.

• Experience in highgrowth tech or fintech ideally with one or more of: payments FX cards accounts or spend management products.

• Demonstrated experience launching or scaling a new market region or business line rather than only inheriting an established book of business.

• Handson experience building outbound sales motions with SDRs and Marketing including designing cadences qualification workflows and reporting.

• Strong practical command of at least one modern B2B sales methodology such as MEDDPICC/MEDDIC SPICED or Challenger and the ability to coach others to use it effectively.

• Ability to establish and run strong intrafunctional reporting cadences using data and CRM insights to manage performance and communicate risk and opportunity.

• Proven ability to coach develop and performancemanage Account Executives including giving clear feedback and handling underperformance when needed.

Preferred qualifications:

• Experience selling multiproduct fintech or payments platforms (for example combinations of accounts payments FX cards and spend management) to CFO finance and operations personas.

• Direct experience implementing or scaling MEDDPICC SPICED or Challenger methodologies across a sales team or organisation including building templates training and inspection frameworks.

• Background in building or scaling sales teams in new or emerging EMEA markets

• Familiarity with AIpowered sales tools and modern sales tech stacks (for example Salesforce Outreach/Salesloft Gong/Chorus) and using them to drive productivity and insight.

• Experience collaborating closely with Revenue Strategy & Operations and Enablement to design territories KPIs and enablement programs that support highvelocity sales growth.

Applicant Safety Policy: Fraud and Third-Party Recruiters

To protect you from recruitment scams please be aware that Airwallex will not ask for bank details sensitive ID numbers (i.e. passport) or any form of payment during the application or interview process. All official communication will come from an @ email address. Please apply only through or our official LinkedIn page.

Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition regardless of any other provision to the contrary.

Equal opportunity

Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit qualifications competence and talent. We dont regard color religion race national origin sexual orientation ancestry citizenship sex marital or family status disability gender or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation please let us know.

Required Experience:

Manager

Employment Type : Full-Time
Experience: years
Vacancy: 1