Sales Manager, SME & Growth

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 to see it in full.

How you'll make impact

As Sales Manager, SME & Growth, you’ll lead and coach a pod of Account Executives selling to SMB customers across the UK and selected EMEA territories. You’ll own a team quota, run a disciplined sales operating rhythm, and build the pipeline, forecasting and coaching practices needed to deliver in a high-velocity environment. You’ll embed MEDDPICC, SPICED or Challenger methodologies, strengthen outbound motions with SDRs and Marketing, and partner with Product, Revenue Strategy & Operations and other teams to shape go-to-market execution and support new market or business-line launches.

• Own team performance across SMB customers by setting clear expectations for activity, pipeline quality and sales results.

• Drive a disciplined operating rhythm through pipeline and forecast reviews, deal strategy sessions, call coaching and quarterly business reviews.

• Build consistent opportunity execution by embedding MEDDPICC, SPICED or Challenger methodologies, rigorous qualification, multi-threading and persona-based messaging.

• Expand outbound sales motions with SDRs and Marketing by shaping target segments, outreach cadences, content and reporting.

• Improve forecasting and decision-making through strong CRM hygiene, data quality and visibility into pipeline coverage, conversion, win rates and cycle times.

• Build team capability by hiring, onboarding, coaching and developing Account Executives, while partnering with Product, Marketing, Revenue Strategy & Operations and other stakeholders on market feedback, local go-to-market strategy and new market or business-line launches.

You’ll work from our Manchester office three days a week.

What we're looking for

Essentials

• 5+ years of B2B sales experience, including at least 3 years as a closing Account Executive selling into SMB or mid-market segments.

• 2+ years in a frontline sales leadership or team-lead role, managing AEs, carrying a team quota and operating in a high-velocity sales environment.

• Proven success in an individual contributor AE role, with a strong track record of meeting or exceeding quota in B2B sales.

• Experience in high-growth tech or fintech, ideally with one or more of payments, FX, cards, accounts or spend management products.

• Experience launching or scaling a new market, region or business line, rather than only inheriting an established book of business.

• Hands-on experience building outbound sales motions with SDRs and Marketing, including designing cadences, qualification workflows and reporting.

• Strong, practical command of at least one modern B2B sales methodology such as MEDDPICC/MEDDIC, SPICED or Challenger, and the ability to coach others to use it effectively.

• Ability to establish and run strong cross-functional reporting cadences, using data and CRM insights to manage performance and communicate risk and opportunity.

• Proven ability to coach, develop and performance-manage Account Executives, including giving clear feedback and handling under-performance when needed.

Preferred

• Experience selling multi-product fintech or payments platforms, for example combinations of accounts, payments, FX, cards and spend management, to CFO, finance and operations personas.

• Direct experience implementing or scaling MEDDPICC, SPICED or Challenger methodologies across a sales team or organisation, including building templates, training and inspection frameworks.

• Background in building or scaling sales teams in new or emerging EMEA markets.

• Familiarity with AI-powered sales tools and modern sales tech stacks, for example Salesforce, Outreach/Salesloft and Gong/Chorus, and using them to drive productivity and insight.

• Experience collaborating closely with Revenue Strategy & Operations and Enablement to design territories, KPIs and enablement programmes that support high-velocity sales growth.

You'll thrive here if

• You have a track record of hitting your numbers, and you’re motivated by stretch goals.

• You’re comfortable making decisions with incomplete information and moving quickly anyway.

• You own the outcome and you don’t wait for permission to fix what’s broken.

• You enjoy working closely with people across multiple countries and time zones as part of one connected, global team, including flexing your hours occasionally to make that connection work.

• You know when to align and when to just decide. Collaboration isn't a way to avoid accountability.

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 email address. Please apply only through 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.

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