Sales Manager, SME & Growth

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 Tik Tok, 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.

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.

This role is fully remote and is based in the United States.

• 6+ years of experience in B2B sales in fintech, payments, or trade-related platforms within a high growth environment.
• 1+ years 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 — structured, persuasive, and credible in commercial negotiations.

• Strong commercial judgment, with 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.
• 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 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…