Sales Manager, SME & Growth

Overview

Lead and scale a team of full-cycle Account Executives acquiring and closing SME customers with 1–500 employees across segments such as travel, ecommerce, and SaaS, as part of Airwallex's SME & Growth business.

What you'll do

• 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.

What you'll need

• 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.

Nice to have

• 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.

Details

• This role is fully remote.
• Expected to be in the office three days a week.