Manager, Sales, SME & Growth

Responsibilities

• Lead, coach, and develop a team of full-cycle Account Executives with a focus on closing excellence and revenue delivery
• Partner with outbound sales leaders to refine ICPs and evaluate new SMB verticals based on win/loss insights
• Drive best-in-class pipeline management, including deal qualification, stage progression, and forecast accuracy
• Coach AEs on discovery, negotiation strategy, objection handling, and managing multi-stakeholder deal cycles
• Implement a metrics-led operating cadence focused on deal velocity, conversion rates, and pipeline quality
• Leverage data and AI tools to improve account research, deal strategy, and sales process adherence

Requirements

• Minimum of 6 years of experience in B2B sales, including experience managing or coaching Account Executives
• Mandatory experience selling payments, fintech, or banking/card products to SMB customers
• Proven track record of managing complex SMB pipelines and closing deals end-to-end
• Strong commercial judgment with the ability to prioritize leads and forecast accurately
• Excellent communication skills, capable of being persuasive and credible in commercial negotiations
• Ability to operate effectively in a fast-paced, high-growth environment

Preferred Qualifications

• Experience leading SMB sales teams specifically within fintech or trade-related platforms
• Strong intuition for mapping customer payment flows and identifying expansion opportunities
• Demonstrated ability to improve close rates and deal velocity
• Experience leveraging AI and modern sales tools to improve forecasting and visibility
• Fluency in Mandarin

About the Company

Airwallex is a unified payments and financial platform for global businesses. Powered by proprietary infrastructure and software, we empower over 200,000 businesses worldwide—including Brex, Rippling, and Qantas—with integrated solutions for business accounts, payments, spend management, and treasury. Valued at US$8 billion, we are building the future of global banking.