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, 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

Airwallex aspires to serve the fastest-growing businesses globally. As the Sales Manager, SME & Growth , you will lead and scale a team of full-cycle Account Executives responsible for acquiring and closing customers within SMB segments.

You will be accountable for revenue, pipeline health, deal quality, and execution velocity. This role requires a hands-on sales leader who can coach AEs on discovery, deal strategy, and closing, while also building the processes, metrics, and operating cadence needed to scale a high-performing SMB sales motion.

If you are a data-driven leader who thrives on intensity, accountability, and continuous improvement and developing strong closers. This role offers the opportunity to shape one of Airwallex’s most important growth engines.

This role is Remote in the US.

Responsibilities:

Lead, coach, and develop a team of full-cycle Account Executives, with a strong focus on closing excellence and consistent revenue delivery

Partner closely with the outbound sales leader and cross-functional team leaders to continuously explore, test, and refine ICPs, evaluate new SMB verticals, and provide structured feedback based on deal quality, win/loss insights, and revenue outcomes

Coach AEs on prioritizing leads and opportunities effectively, ensuring time and effort are focused on the highest-conversion, highest-revenue deals

Drive best-in-class pipeline management practices, including deal qualification, stage progression discipline, pipeline coverage, and forecast accuracy

Develop AEs ability to run strong discovery, identify economic buyers, and manage multi-stakeholder deal cycles within SMB organizations

Coach and inspect deals on negotiation strategy, objection handling, pricing conversations, and close planning to improve win rates

Instill structured deal management habits, including clear next steps, mutual action plans, and close plans for every active opportunity

Drive a metrics-led operating cadence focused on deal velocity, stage conversion, win rates, and pipeline quality

Leverage data, AI, and sales tools to improve account research, deal strategy, and pipeline visibility

Maintain high standards of CRM hygiene, deal inspection, and sales process adherence