Airwallex
SME & Growth Business
SalesManager,SME&Growth
Neural analysis suggests this role is
optimal for Manager candidates.
“Sales Manager, SME & Growth at Airwallex. Skills: Sales management, Revenue generation, Pipeline management. Lead, coach, and develop a team of Account. Focus on closing excellence”
What You'll Achieve.
Consistent revenue delivery; Improve win rates; Improve close rates; Improve deal velocity; Improve win consistency
Industry & Context.
Deal strategy; Problem solving
What They're Looking For.
Must Have
5 years of experience in B2B sales, 2 years of experience managing/coaching Account Executives, Proven track record closing deals, Managing complex SMB pipelines end-to-end, Commercial judgment, Ability to prioritize leads, Assess deal quality, Forecast accurately, Deep experience coaching AEs on closing, Negotiation, Objection handling, Pipeline management, Comfortable managing multi-stakeholder deal cycles, Excellent communication skills, Structured, persuasive, and credible in commercial negotiations, Experience operating in fast-paced, high-growth environments, High accountability
Nice to Have
Experience leading SMB sales teams in fintech, Payments experience, Trade-related platforms experience, Intuition for mapping customer payment flows, Identifying expansion or revenue opportunities, Demonstrated ability to improve close rates, Deal velocity, Win consistency, Experience leveraging AI and sales tools, Relationship-first leadership style, Coaching and talent-development mindset
What You'll Do.
and develop a team of Account
Focus on closing excellence
Ensure consistent revenue delivery
Partner with outbound sales leader
Evaluate new SMB verticals
Provide structured feedback
Coach AEs on prioritizing leads
Coach AEs on prioritizing opportunities
Ensure time and effort focused on highest-conversion deals
Ensure time and effort focused on highest-revenue deals
Drive best-in-class pipeline management practices
Manage deal qualification
Manage stage progression discipline
Manage pipeline coverage
Manage forecast accuracy
Develop AEs ability to run discovery
Develop AEs ability to identify economic buyers
Develop AEs ability to manage multi-stakeholder deal cycles
Coach and inspect deals on negotiation strategy
Coach and inspect deals on objection handling
Coach and inspect deals on pricing conversations
Coach and inspect deals on close planning
Instill structured deal management habits
Ensure clear next steps for opportunities
Ensure mutual action plans for opportunities
Ensure close plans for opportunities
Drive a metrics-led operating cadence
Focus on deal velocity
Focus on stage conversion
Focus on pipeline quality
Leverage data to improve account research
Leverage AI to improve account research
Leverage sales tools to improve account research
Leverage data to improve deal strategy
Leverage AI to improve deal strategy
Leverage sales tools to improve deal strategy
Leverage data to improve pipeline visibility
Leverage AI to improve pipeline visibility
Leverage sales tools to improve pipeline visibility
Maintain high standards of CRM hygiene
Maintain high standards of deal inspection
Maintain high standards of sales process adherence
How You'll Work.
Team & Collaboration
Cross-functional team leaders; Outbound sales leader
Communication Scope
Commercial negotiations
Process & Methodology
Pipeline management, Deal management
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 2,200 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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