Team Manager, Inbound Sales, Malaysia

The role

You will lead and develop a sales representative team to strengthen commercial execution across the SME customer lifecycle. You will combine people leadership, sales management, commercial operations and performance analytics to improve funnel conversion, customer outcomes and revenue performance.

What you will do

• Own inbound sales targets, setting clear goals, priorities, operating rhythms and execution plans.
• Define team KPIs and performance standards.
• Run team meetings, pipeline reviews, one-to-ones, call reviews and performance reviews.
• Build a disciplined lead-management process.
• Own full-funnel performance analytics.
• Maintain high standards for CRM hygiene, pipeline visibility and activity quality.
• Use data, customer feedback and frontline insights to diagnose gaps and recommend corrective actions.
• Hire, onboard, train and develop the inbound sales team through regular coaching, feedback and performance reviews.
• Coach reps on discovery, needs analysis, solution positioning, objection handling, negotiation, follow-up and closing.
• Partner with Marketing and Sales Operations to improve lead quality, campaigns, routing, attribution, CRM processes and reporting.

Required qualifications

• 4–5+ years of relevant experience in banking, payments, PSP, fintech, e-commerce or platform-based businesses.
• Demonstrated experience in B2B sales, inbound sales, telesales or another high-volume, lead-driven sales environment.
• At least 2+ years experience leading, coaching or mentoring sales representatives or another quota-carrying team.
• A track record of delivering against revenue, conversion or other commercial targets.
• Strong understanding of inbound sales funnels, lead qualification, CRM discipline, pipeline management, forecasting and performance reporting.
• Experience using data to diagnose funnel performance and improve sales processes.
• Experience setting targets, managing performance and establishing effective operating rhythms.
• Excellent coaching, communication, stakeholder management and problem-solving skills.
• Ability to balance team leadership with hands-on involvement in customer and deal conversations.
• Strong commercial judgement, ownership, resilience and a customer-first mindset.
• Ability to operate effectively in a fast-paced, changing environment.
• Professional fluency in English and Malay.

Nice to have

• Experience building processes, playbooks, reporting frameworks or operating models from the ground up.
• Experience managing a high-velocity SME or inbound sales motion.
• Experience supporting cross-sell, upsell, renewal or customer health initiatives.
• Background in consulting, strategy, business operations, revenue operations or management consulting.
• Experience with Salesforce or comparable CRM and commercial reporting tools.
• Bachelor’s degree in Business, Finance, Economics, Engineering or a related discipline

About the company

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. It provides financial infrastructure for over 675,000 businesses globally.