Manager, Sales Development, SME & Growth

The role

You will lead the strategy, execution and performance of the Melbourne Sales Development team. You will build and scale a team focused on qualified pipeline creation for SME and Growth segments.

What you will do

• Build and scale a high-performing Sales Development team
• Improve pipeline quality and conversion by refining customer profiles, prioritisation, messaging and qualification
• Coach Sales Development Representatives on prospecting, discovery, objection handling and handoff quality
• Establish performance metrics, dashboards and operating rhythms
• Partner with Account Executives, Marketing, Revenue Operations and Sales leadership
• Use AI, automation and sales tools to improve research, personalisation, prospecting efficiency and productivity

Required qualifications

• At least four years of experience in B2B sales, Sales Development or go-to-market roles
• Experience directly managing or player-coaching Sales Development Representatives
• A track record of generating qualified pipeline and improving team performance against commercial goals
• Strong commercial judgment
• Experience coaching sales teams on messaging, discovery, objection handling, qualification and effective handoffs
• Strong analytical, organisational and communication skills

Nice to have

• Experience scaling a Sales Development team in a high-growth fintech, payments or SaaS business
• Experience using Salesforce and sales engagement, automation or enrichment tools
• Experience creating Sales Development Representative onboarding, enablement, career development or succession pathways
• Experience partnering across Sales, Marketing, Revenue Operations and Enablement

About the company

Airwallex is an AI-native financial operating system used by businesses to run financial operations or build financial products. It provides financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific.