Account Executive Team Manager, SME & Growth

The role

This is a player-coach role leading and scaling a team of Account Executives focused on SMB customers. You will own a team quota, carry your own sales quota, and help design the sales operating system for DACH.

What you will do

• Lead, coach and manage a team of 4–8 Account Executives
• Run weekly pipeline and forecast reviews
• Conduct regular deal strategy sessions and call reviews
• Provide team enablement on discovery, negotiation, MEDDPICC and closing
• Join customer meetings and calls to support strategic deals
• Embed MEDDPICC and SPICED as the standard sales methodology
• Ensure consistent ICP and persona-based qualification
• Maintain high standards of CRM hygiene and data quality
• Attract, hire and onboard Account Executives
• Contribute to value propositions, pitches and vertical narratives

Required qualifications

• 6+ years of B2B sales experience
• 3+ years as a closing Account Executive on SMB / mid-market segments
• 2+ years in a front-line sales leadership / team lead role, managing AEs and carrying a team quota
• Experience in high-growth tech or fintech
• 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 German (native or near-native)
• Professional English communication skills

Nice to have

• Experience with Payments, FX, cards, accounts, or spend management products

About the company

Airwallex is an AI-native financial operating system used by over 675,000 businesses to run financial operations. The company started in Melbourne in 2015 and has a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific.