Sales Manager, SME and Growth

The role

You will lead, coach, and scale a team of one Account Executive and one SDR serving SMB and mid-market customers in Lithuania. You will own a team quota, carry your own quota, and help build the sales operating system for a new market.

What you will do

• Own revenue performance for a team of Account Executives serving SMB and mid-market customers.
• Build a disciplined sales operating rhythm across pipeline reviews, forecasting, deal strategy, call reviews, enablement and CRM hygiene.
• Drive consistent opportunity management by embedding MEDDPICC and SPICED.
• Stay close to strategic and complex deals by joining customer conversations and co-owning opportunities with Account Executives.
• Build and scale the Lithuania sales team by hiring, onboarding, coaching and performance-managing Account Executives.
• Shape the Lithuania go-to-market motion by partnering with Marketing, SDRs and Partnerships on outbound campaigns, value propositions, pitches and vertical narratives.

Required qualifications

• 4+ years of B2B sales experience, including 3+ years as a closing Account Executive serving SMB or mid-market segments.
• 1+ years in a frontline sales leadership or team lead role, managing Account Executives and carrying a team quota.
• Demonstrated sales closing experience and people management experience.
• Experience in a high-growth technology or fintech company, or experience selling to CFOs.
• 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 sales methodologies such as MEDDPICC, SPICED or Challenger.
• Proven ability to coach, develop and performance-manage Account Executives.
• Excellent verbal and written communication skills in Lithuanian, at native or near-native level, and professional English.

Nice to have

• Experience selling payments, FX, cards, accounts or spend management products.

About the company

Airwallex is an AI-native financial operating system for a real-time, intelligent economy. It provides financial infrastructure for global commerce and is co-headquartered in San Francisco and Singapore.