Job description

ABOUT AIRWALLEX Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own. We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific. We're co-headquartered in San Francisco and Singapore, with more than 2,700 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles airwallex.com to see it in full. HOW YOU'LL MAKE IMPACT Airwallex is building toward 10B ARR by 2030, and the SME & Growth business is one of our biggest opportunities because the market remains largely untapped. As Sales Manager, you’ll 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. - 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 the processes, metrics, and operating cadence needed 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 our ideal customer profile, test new SMB verticals, and turn win/loss insights and revenue outcomes into better execution. - Recruit and develop your team, strengthen our sales motion, and raise the bar on how we serve ambitious businesses. You’ll work from our San Francisco office on Mondays, Wednesdays, and Thursdays. WHAT WE'RE LOOKING FOR ESSENTIALS - At least 6 years of experience in B2B sales, including experience managing and coaching Account Executives. - A proven track record of closing deals and managing complex SMB pipelines end to end. - Strong commercial judgment, with the ability to prioritise leads, assess deal quality, and forecast accurately. - Deep experience coaching Account Executives on closing, negotiation, objection handling, and pipeline management. - Experience managing multi-stakeholder deal cycles, including with business owners and finance teams. - Excellent communication skills — structured, persuasive, and credible in commercial negotiations. - Experience operating in a high-growth environment with high accountability. - Experience leading outbound sales motions, including prospecting and cold calling. - A builder mindset, with examples of creating or improving sales processes, enablement, or operating rhythms without relying on an established framework. PREFERRED - Experience leading SMB sales teams in fintech, payments, or trade-related platforms. - Strong intuition for mapping customer payment flows and identifying expansion or revenue opportunities. - A 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. YOU'LL THRIVE HERE IF - You have a track record of hitting your numbers, and you’re motivated by stretch goals. - You own the outcome and you don't wait for permission to fix what's broken. - You're comfortable making decisions with incomplete information and moving quickly anyway. - You're excited by a category that hasn't been won yet, and want to be early enough to shape it. - You value in-person collaboration and are happy being in the office three days a week. LEARN MORE ABOUT YOUR TEAM SME & Growth at Airwallex is about more than closing deals. We help small and mid-market businesses solve real financial challenges across borders: getting paid globally, managing multi-currency accounts, paying suppliers, and running spend across markets from a single platform. You're not selling a feature. You're helping founders and finance leaders replace fragmented financial operations with one global system that actually scales. It's a function for sellers who like to build, not follow a script: curious, resourceful, and comfortable figuring things out in markets that are still wide open. You get real autonomy to create value, build relationships, and move opportunities forward. If you want to sell a serious product, solve real problems for ambitious businesses, and build your career fast, this is a place to do it. APPLICANT SAFETY POLICY: FRAUD AND THIRD-PARTY RECRUITERS To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com airwallex.com email address. Please apply only through careers.airwallex.com careers.airwallex.com or our official LinkedIn page. Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary. EQUAL OPPORTUNITY Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.

Requirements

Must-haves

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 the processes, metrics, and operating cadence needed 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 our ideal customer profile, test new SMB verticals, and turn win/loss insights and revenue outcomes into better execution.
Recruit and develop your team, strengthen our sales motion, and raise the bar on how we serve ambitious businesses.
You’ll work from our San Francisco office on Mondays, Wednesdays, and Thursdays.
At least 6 years of experience in B2B sales, including experience managing and coaching Account Executives.
A proven track record of closing deals and managing complex SMB pipelines end to end.
Strong commercial judgment, with the ability to prioritise leads, assess deal quality, and forecast accurately.
Deep experience coaching Account Executives on closing, negotiation, objection handling, and pipeline management.
Experience managing multi-stakeholder deal cycles, including with business owners and finance teams.
Excellent communication skills — structured, persuasive, and credible in commercial negotiations.
Experience operating in a high-growth environment with high accountability.
Experience leading outbound sales motions, including prospecting and cold calling.
A builder mindset, with examples of creating or improving sales processes, enablement, or operating rhythms without relying on an established framework.
You have a track record of hitting your numbers, and you’re motivated by stretch goals.
You own the outcome and you don't wait for permission to fix what's broken.

Nice-to-haves

Experience leading SMB sales teams in fintech, payments, or trade-related platforms.
Strong intuition for mapping customer payment flows and identifying expansion or revenue opportunities.
A 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.

Application prep

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Keywords to mirror

Platform: ashby
Effort: quick

Benefits

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