Sales Manager, SME & Growth

About Airwallex

Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 250,000 businesses worldwide – including Brex, Rippling, Navan, Qantas, SHEIN and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale.

Proudly founded in Melbourne, we have a team of over 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us.

Attributes We Value

We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor.

You're humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next.

About the team

The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers.

What you’ll do

As a Sales Manager, SME & Growth, you will be a hands‑on coach leading a pod of Account Executives focused on SMB and mid‑market customers across UK and selected EMEA territories.

You will own a team quota and run a disciplined sales operating rhythm in a high‑velocity environment.

You will embed modern sales methodologies (MEDDPICC / SPICED / Challenger), build strong outbound motions with SDRs and Marketing, and partner closely with cross‑functional teams to shape our go‑to‑market and hit ambitious growth targets.

This role is based in London, United Kingdom, in a hybrid model with time split between the office and remote work.

Responsibilities:

• Lead, coach and manage a high‑performing team of Account Executives serving SMB / mid‑market customers, setting clear expectations on activity, pipeline quality and performance.

• Run a high‑quality sales operating rhythm, including weekly pipeline and forecast reviews, regular deal strategy sessions, call coaching and quarterly business reviews.

• Embed MEDDPICC / SPICED / Challenger as the standard way of running opportunities, driving rigorous qualification, multi‑threading and consistent persona‑based messaging across the team.

• Build and scale outbound sales motions in partnership with SDRs and Marketing, including target segment definition, outreach cadences, content, and reporting, while maintaining strong cross‑functional reporting cadences.

• Maintain high standards of CRM hygiene, data quality and forecasting discipline, using data to manage pipeline coverage, conversion, win rates and cycle times.

• Attract, hire and onboard A‑player AEs in partnership with Talent Acquisition, providing clear expectations, coaching and development paths for each team member.

• Partner with Product, Marketing, Revenue Strategy & Operations and other stakeholders to feed structured market feedback, shape local GTM strategy and support new market or business‑line launches.

Who you are

We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory.

Minimum qualifications:

• 6+ years of B2B sales experience, including at least 3 years as a closing Account Executive selling into SMB / mid‑market segments.

• 2+ years in a front‑line sales leadership or team‑lead role, managing AEs, carrying a team quota and operating in a high‑velocity sales environment.

• Proven success in an individual contributor AE role, with a strong track record of meeting or exceeding quota in B2B sales.

• Experience in high‑growth tech or fintech, ideally with one or more of: payments, FX, cards, accounts, or spend management products.

• Demonstrated experience launching or scaling a new market, region or business line, rather than only inheriting an established book of business.

• Hands‑on experience building outbound sales motions with SDRs and Marketing, including designing cadences, qualification workflows and reporting.

• Strong, practical command of at least one modern B2B sales methodology such as MEDDPICC/MEDDIC, SPICED or Challenger, and the ability to coach others to use it effectively.

• Ability to establish and run strong intra‑functional reporting cadences, using data and CRM insights to manage performance and communicate risk and opportunity.

• Proven ability to coach, develop and performance‑manage Account Executives, including giving clear feedback and handling under‑performance when needed.

Preferred qualifications:

• Experience selling multi‑product fintech or payments platforms (for example, combinations of accounts, payments, FX, cards and spend management) to CFO, finance and operations personas.

• Direct experience implementing or scaling MEDDPICC, SPICED or Challenger methodologies across a sales team or organisation, including building templates, training and inspection frameworks.

• Background in building or scaling sales teams in new or emerging EMEA markets

• Familiarity with AI‑powered sales tools and modern sales tech stacks (for example, Salesforce, Outreach/Salesloft, Gong/Chorus) and using them to drive productivity and insight.

• Experience collaborating closely with Revenue Strategy & Operations and Enablement to design territories, KPIs and enablement programs that support high‑velocity sales growth.

Applicant Safety Policy: Fraud and Third-Party Recruiters

To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com email address. Please apply only through careers.airwallex.com or our official LinkedIn page.

Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary.

Equal opportunity

Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.

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