Sales Manager, SME & Growth

The role

You will lead and scale a team of full-cycle Account Executives acquiring customers with 1–500 employees. You will own revenue delivery, coach team members, and build processes to scale outbound sales motions.

What you will do

• Own revenue delivery, pipeline health, deal quality, and execution velocity across the team.
• Coach Account Executives on discovery, deal strategy, negotiation, objection handling, and closing.
• Build the processes, metrics, and operating cadence needed to scale a high-performing outbound sales motion.
• Use data, AI, and sales tools to improve account research, deal strategy, pipeline visibility, and forecasting accuracy.
• Partner with sales leadership and cross-functional teams to refine ideal customer profile and test new SMB verticals.
• Recruit and develop your team.

Required qualifications

• 6+ years of experience in B2B sales in fintech, payments, or trade-related platforms within a high growth environment.
• 1+ years of experience managing and coaching Account Executives in full-cycle outbound sales motions.
• Experience managing and closing complex multi-stakeholder deal cycles end to end, including with business owners and finance teams.
• Excellent communication skills — structured, persuasive, and credible in commercial negotiations.

Nice to have

• Strong commercial judgment, with the ability to prioritize leads, assess deal quality, and forecast accurately.
• A builder mindset, with examples of creating or improving sales processes, enablement, or operating rhythms without relying on an established framework.
• Strong intuition for mapping customer payment flows and identifying expansion or revenue opportunities.
• A demonstrated ability to improve close rates, deal velocity, and win consistency.
• Experience using AI and sales tools to improve deal strategy, pipeline visibility, and forecasting accuracy.
• A relationship-first leadership style with a strong coaching and talent-development mindset.
• Experience in high-growth startups or scale-ups.

About the company

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