Head of Sales, SME, North America

Airwallex•New York, NY

21h•Onsite

About The Position

Airwallex is seeking a Head of Sales, SME, North America to build and lead a high-growth commercial engine in the region. This role will oversee new business, account expansion, and go-to-market partnerships, with the goal of scaling a high-performing sales organization and achieving product-market fit in new verticals such as eCommerce, software & technology, trading, import & export, and manufacturing. The position requires a hands-on leader who is energetic, commercially driven, and enjoys both customer engagement and designing sales systems, processes, and talent strategies. The role is based in New York, with travel required across North America and occasionally internationally.

Requirements

Significant experience leading high-growth B2B sales organizations, ideally in payments, fintech, or software/technology.
Clear ownership of new business and expansion targets.
Experience building or scaling sales teams from the ground up, including hiring, onboarding, and developing AEs, SDRs, and Account Managers.
Proven ability to create a high-performance, high-trust culture.
Disciplined approach to sales operations, including discovery frameworks, sales methodologies, forecasting, pipeline management, and tools.
Exceptional coaching and communication skills; ability to attract talent, set clear expectations, and coach individuals to their next level.
Ability to communicate complex ideas simply and persuasively.
Customer-obsessed and commercially sharp; enjoys spending time with customers, understanding their businesses, and structuring win-win deals.
Fast learner, asks great questions, and thrives in an environment with ambiguity, pace, and high expectations.

Nice To Haves

Experience selling into eCommerce, software/SaaS, trading, import & export, or manufacturing.

Responsibilities

Own the North America commercial engine, including new business revenue, expansion, and retention targets.
Lead and scale front-book sales teams (AEs and SDRs) to generate high-quality pipeline and acquire new customers.
Design and implement the sales operating model across segments, territories, and verticals.
Establish and improve sales processes and methodologies from discovery to closing.
Build the recruiting framework for sales, defining profiles, interview loops, and assessment criteria, and partnering with Talent Acquisition.
Implement best practices in forecasting, pipeline hygiene, territory planning, and quota setting.
Lead executive-level discovery, solutioning, and deal execution with strategic prospects and customers.
Act as a trusted advisor to C-level and VP-level stakeholders, demonstrating a deep understanding of payments, FX, and financial operations.
Champion Airwallex in the market through customer meetings, events, and partner engagements.
Coach and develop managers and individual contributors through structured 1:1s, deal reviews, and training.
Instill a learning and experimentation mindset within the sales organization.
Partner with Product, Marketing, and Risk to identify and validate product-market fit in new verticals and segments.
Provide structured market, customer, and competitive insights to inform product roadmaps and GTM strategy.
Define and refine ideal customer profiles, use cases, and value propositions.