Manager, Sales, SME & Growth

The role

You will lead and scale a team of Account Executives responsible for acquiring and closing customers within SMB segments. You will coach AEs on discovery, deal strategy, and closing while building processes and metrics to scale the SMB sales motion.

What you will do

• Lead, coach, and develop a team of Account Executives
• Partner with outbound sales and cross-functional leaders to refine ICPs and evaluate SMB verticals
• Coach AEs on prioritizing leads and opportunities
• Drive pipeline management practices including qualification and forecast accuracy
• Develop AEs ability to run discovery and manage multi-stakeholder deal cycles
• Coach and inspect deals on negotiation, objection handling, and pricing
• Instill structured deal management habits like mutual action plans
• Drive a metrics-led operating cadence
• Leverage data, AI, and sales tools for research and visibility
• Maintain high standards of CRM hygiene and sales process adherence

Required qualifications

• Minimum of 6 years of experience in B2B sales, with experience managing/coaching Account Executives
• Proven track record closing deals and managing complex SMB pipelines end-to-end
• Strong commercial judgment to prioritize leads and forecast accurately
• Deep experience coaching AEs on closing, negotiation, objection handling, and pipeline management
• Comfortable managing multi-stakeholder deal cycles
• Excellent communication skills
• Comfortable operating in fast-paced, high-growth environments with high accountability

Nice to have

• Experience selling payments, fintech, or banking/card products to SMB customers
• Experience leading SMB sales teams in fintech, payments, or trade-related platforms
• Strong intuition for mapping customer payment flows and identifying expansion opportunities
• Demonstrated ability to improve close rates, deal velocity, and win consistency
• Experience leveraging AI and sales tools to improve deal strategy and forecasting
• Relationship-first leadership style with a coaching and talent-development mindset
• Experience in high-growth startups or scale-ups
• Fluency in Mandarin

About the company

Airwallex is an AI-native financial operating system used by over 675,000 businesses to run financial operations. The company provides financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific.