Sales Manager, SME & Growth
About The Position
Airwallex is seeking a Sales Manager to lead and scale a team of full-cycle Account Executives in its SME & Growth business. The team acquires and closes customers with 1–500 employees across sectors including travel, ecommerce, and SaaS. The role owns team revenue delivery, pipeline health, deal quality, and execution velocity, while developing the processes and operating cadence needed to scale a high-performing outbound sales motion. The Sales Manager coaches Account Executives on discovery, deal strategy, negotiation, objection handling, and closing. The role uses data, AI, and sales tools to improve account research, deal strategy, pipeline visibility, and forecasting accuracy. It also partners with sales leadership and cross-functional teams to refine the ideal customer profile, test new SMB verticals, apply win/loss insights, recruit and develop the team, and improve the sales motion. The position is based in Airwallex’s San Francisco office, with in-office work on Mondays, Wednesdays, and Thursdays. SME & Growth helps small and mid-market businesses address cross-border financial challenges, including receiving global payments, managing multi-currency accounts, paying suppliers, and running spend across markets through one platform.
Requirements
- At least 6 years of B2B sales experience in fintech, payments, or trade-related platforms within a high-growth environment.
- At least 1 year of experience managing and coaching Account Executives in full-cycle outbound sales motions.
- Experience managing and closing complex, multi-stakeholder deal cycles end to end, including with business owners and finance teams.
- Excellent communication skills, including the ability to be structured, persuasive, and credible in commercial negotiations.
- Track record of hitting sales targets and motivation by stretch goals.
- Ability to take ownership, address problems proactively, make decisions with incomplete information, and move quickly.
- Comfort with in-person collaboration and working in the office three days a week.
Nice To Haves
- Strong commercial judgment, including the ability to prioritize leads, assess deal quality, and forecast accurately.
- A builder mindset, with examples of creating or improving sales processes, enablement, or operating rhythms without relying on an established framework.
- Strong intuition for mapping customer payment flows and identifying expansion or revenue opportunities.
- Demonstrated ability to improve close rates, deal velocity, and win consistency.
- Experience using AI and sales tools to improve deal strategy, pipeline visibility, and forecasting accuracy.
- Relationship-first leadership style and a strong coaching and talent-development mindset.
- Experience in high-growth startups or scale-ups.
Responsibilities
- Lead and scale a team of full-cycle Account Executives acquiring and closing customers with 1–500 employees.
- Own revenue delivery, pipeline health, deal quality, and execution velocity across the team.
- Coach Account Executives on discovery, deal strategy, negotiation, objection handling, and closing.
- Build processes, metrics, and an operating cadence to scale a high-performing outbound sales motion.
- Use data, AI, and sales tools to improve account research, deal strategy, pipeline visibility, and forecasting accuracy.
- Partner with sales leadership and cross-functional teams to refine the ideal customer profile and test new SMB verticals.
- Translate win/loss insights and revenue outcomes into improved execution.
- Recruit and develop the team, strengthen the sales motion, and improve how the team serves businesses.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
