Airwallex
fintech
Manager,SalesDevelopment,SME&Growth
Neural analysis suggests this role is
optimal for Mid candidates.
“Manager, Sales Development, SME & Growth at Airwallex. Skills: Sales Development Management, Pipeline Generation, Team Leadership, SaaS Sales. Own the strategy, execution, and performance of the SDR team. Generate high-quality pipeline”
What You'll Achieve.
generating high-quality pipeline; accelerate pipeline creation and revenue impact; SDR efforts are focused on the highest-revenue and highest-conversion opportunities; improve prospecting efficiency, account-level research, personalization, and overall SDR productivity; prioritize high-impact, revenue-generating activities over low-value manual work; continuously improve conversion rates; optimize lead flow, campaign execution, and handoff processes; track activity, pipeline, and outcomes; ensuring data integrity and forecasting accuracy
Industry & Context.
sharp thinking; dig deep with curiosity; make decisions from first principles; solve problems faster
What They're Looking For.
Must Have
4 years of experience in B2B sales, sales development, or go-to-market roles within SaaS, fintech or startup space, Prior experience directly leading or player-coaching a small SDR team, commercial acumen to identify and iterate on ICP, Proven ability to generate qualified pipeline through disciplined execution, Hustler mentality: scrappy, persistent, comfortable operating in ambiguity and fast-changing environments, communication skills - clear, structured, and persuasive across written and verbal channels
Nice to Have
Experience scaling SDR teams in a high-growth fintech or startup environment, Experience in payments or financial infrastructure (e.g. collections, payouts, FX, cross-border payments), Experience leveraging AI, automation, or enrichment tools to improve SDR productivity and account research, Experience working cross functionally across Sales, Marketing, and RevOps
What You'll Do.
and performance of the SDR team
Generate high-quality pipeline
Develop the next generation of sales talent
Lead from the front - coaching
and scaling a best-in-class outbound motion
Work closely with Account Executives
and RevOps to continuously improve how we identify
and qualify ideal customers
and scale a high-performing SDR team focused on new customer acquisition across SME & Growth segments
Instill a culture of intensity and velocity within the SDR team
driving high-quality activity and disciplined execution to accelerate pipeline creation and revenue impact
Empower the team to be tactical in hunting and refining Ideal Customer Profiles (ICPs)
ensuring SDR efforts are focused on the highest-revenue and highest-conversion opportunities
Leverage AI and automation tools to improve prospecting efficiency
account-level research
and overall SDR productivity
Continuously improve SDR processes
and tooling so SDRs can prioritize high-impact
revenue-generating activities over low-value manual work
Coach SDRs on messaging
and qualification to continuously improve conversion rates
Partner closely with AEs
and RevOps to optimize lead flow
and handoff processes
Establish clear performance metrics
and reporting to track activity
creating clear career paths
Maintain accurate pipeline and activity tracking in CRM
ensuring data integrity and forecasting accuracy
How You'll Work.
Team & Collaboration
Working closely with Account Executives, Marketing, and RevOps to continuously improve how we identify, engage, and qualify our ideal customers; Partner closely with AEs, Marketing, and RevOps to optimize lead flow, campaign execution, and handoff processes; Experience working cross functionally across Sales, Marketing, and RevOps
Communication Scope
clear, structured, and persuasive across written and verbal channels
Full Job Description
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 200,000 businesses worldwide – including Brex, Rippling, 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 2,000 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 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 https://www.airwallex.com/us/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 e
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