Sales Manager, SME & Growth

Airwallex

1d • $240,000 - $320,000 • Remote

About The Position

Airwallex is hiring a Sales Manager to lead and scale a team of full-cycle Account Executives acquiring and closing customers with 1–500 employees across segments such as travel, ecommerce, and SaaS. The role owns revenue delivery, pipeline health, deal quality, and execution velocity, and helps build a high-performing outbound sales motion through coaching, processes, metrics, and operating cadence.

The Sales Manager will coach Account Executives on discovery, deal strategy, negotiation, objection handling, and closing. They will use data, AI, and sales tools to improve account research, deal strategy, pipeline visibility, and forecasting accuracy, and partner with sales leadership and cross-functional teams to refine the ideal customer profile, test SMB verticals, and apply win/loss insights and revenue outcomes to improve execution. The role also recruits and develops the team and strengthens Airwallex’s sales motion.

The role is fully remote and based in the United States. The description also says the successful candidate will value in-person collaboration and be happy working in the office three days a week.

Requirements

• At least 6 years of B2B sales experience in fintech, payments, or trade-related platforms in 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 structured, persuasive, and credible communication in commercial negotiations.

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.
• A relationship-first leadership style with a strong coaching and talent-development mindset.
• Experience in high-growth startups or scale-ups.
• A track record of hitting targets and motivation by stretch goals.
• Ability to take ownership, make decisions with incomplete information, and move quickly.
• Interest in shaping a developing market category.
• Willingness to value in-person collaboration and work in the office three days a week.

Responsibilities

• Lead and scale a team of full-cycle Account Executives acquiring and closing customers with 1–500 employees.
• Own team revenue delivery, pipeline health, deal quality, and execution velocity.
• 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.
• Use win/loss insights and revenue outcomes to improve execution.
• Recruit and develop the team, strengthen the sales motion, and improve how the team serves businesses.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed