Sales Manager, SME & Growth

About the role

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 250,000 businesses worldwide – including Brex, 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 2,300 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.

What you’ll do

• Lead, coach and manage a high‑performing team of Account Executives serving SMB / mid‑market customers, setting clear expectations on activity, pipeline quality and performance.
• Run a high‑quality 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, multi‑threading and consistent persona‑based 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 cross‑functional 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 A‑player 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 business‑line launches.

What they’re looking for

Select a requirement to inspect fit, evidence or application context.

• We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory.
• 6+ years of B2B sales experience, including at least 3 years as a closing Account Executive selling into SMB / mid‑market segments.
• 2+ years in a front‑line sales leadership or team‑lead role, managing AEs, carrying a team quota and operating in a high‑velocity 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 high‑growth 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.
• Hands‑on 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 intra‑functional reporting cadences, using data and CRM insights to manage performance and communicate risk and opportunity.
• Proven ability to coach, develop and performance‑manage Account Executives, including giving clear feedback and handling under‑performance when needed.
• Experience selling multi‑product 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 AI‑powered 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 high‑velocity sales growth.