(Senior) Manager, Business Development, SME & Growth

The role

You will lead, coach, and develop a high-performing Account Executive team in Vietnam. You will own team performance across revenue, pipeline health, and sales discipline to build a scalable sales motion for SME and growth customers.

What you will do

• Own team revenue and commercial targets by setting clear goals, priorities, and execution plans.
• Establish a consistent operating rhythm through pipeline reviews, deal reviews, team meetings, one-to-ones, and performance reviews.
• Coach Account Executives across prospecting, qualification, discovery, solution positioning, objection handling, negotiation, and closing.
• Improve pipeline coverage, opportunity quality, stage progression, close plans, forecast accuracy, conversion, and sales velocity.
• Maintain strong CRM discipline.
• Join strategic customer and deal discussions.
• Partner with Marketing, Partnerships, Customer Success, Operations, Product, and Revenue teams.
• Share customer, market, and competitive insights to inform sales plays and go-to-market strategy.
• Support hiring, onboarding, ramping, training, performance management, and career development for Account Executives.
• Build a culture of ownership, collaboration, experimentation, accountability, and continuous improvement.

Required qualifications

• At least 7 years of relevant experience in banking, payments, PSP, fintech, e-commerce or platform-based businesses.
• Demonstrated experience in B2B sales, ideally in a consultative, solution-led, or complex sales environment.
• Experience leading, coaching, or mentoring Account Executives or another quota-carrying sales team.
• A consistent track record of delivering against revenue targets and building a healthy sales pipeline.
• Strong understanding of sales methodology, forecasting, CRM discipline, pipeline management, and performance management.
• Experience coaching discovery, value-based selling, negotiation, and deal execution.
• Excellent communication, coaching, stakeholder management, and problem-solving skills.
• Ability to balance strategic thinking with hands-on execution and direct involvement in important deals.
• Strong commercial judgment and comfort using data to diagnose performance and make decisions.
• High ownership, resilience, integrity, and a customer-first mindset.
• Ability to operate effectively in a fast-paced, changing environment.

Nice to have

• Experience scaling a sales team or launching a new market, segment, or sales motion.
• Experience managing enterprise, mid-market, SME, or cross-border customers.
• Familiarity with Salesforce, sales engagement tools, and revenue intelligence platforms.

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.