# Manager, Sales Development, SME & Growth

**Company**: Airwallex
**Location**: Melbourne, AU
**Experience**: senior
**Job type**: full-time
**Category**: Sales
**Industry**: Finance

**Apply**: https://jobs.ashbyhq.com/airwallex/5aa922f2-51cc-46b5-90ba-f06fcdfc2da6?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_44f0ab1c-b31

## Description

## About the Role

As the Manager, Sales Development, SME & Growth, you will own the strategy, execution, and performance of our Sales Development Representative (SDR) team. The team is responsible for generating high-quality pipeline and developing the next generation of sales talent at Airwallex.

You will lead from the front, coaching, mentoring, and scaling a best-in-class outbound motion while working closely with Account Executives, Marketing, and RevOps to continuously improve how we identify, engage, and qualify our ideal customers.

## Responsibilities

- Build, lead, 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 your 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, personalization, and overall SDR productivity.

- Continuously improve SDR processes, workflows, and tooling so SDRs can prioritize high-impact, revenue-generating activities over low-value manual work.

- Coach SDRs on messaging, discovery, objection handling, and qualification to continuously improve conversion rates.

- Partner closely with AEs, Marketing, and RevOps to optimize lead flow, campaign execution, and handoff processes.

- Establish clear performance metrics, dashboards, and reporting to track activity, pipeline, and outcomes.

- Hire, onboard, and ramp new SDRs, creating clear career paths.

- Maintain accurate pipeline and activity tracking in CRM, ensuring data integrity and forecasting accuracy.

## Minimum Qualifications

- Minimum of 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.

- Strong 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.

- Strong communication skills - clear, structured, and persuasive across written and verbal channels.

## Preferred Qualifications

- 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.

## Skills

### Required
- B2B sales
- sales development
- go-to-market
- SaaS
- fintech
- startup
- leadership
- pipeline generation
- sales talent development

### Nice to have
- scaling SDR teams
- high-growth fintech
- payments
- financial infrastructure
- AI
- automation
- enrichment tools
- cross-functional collaboration

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Source: [Apply at jobs.ashbyhq.com](https://jobs.ashbyhq.com/airwallex/5aa922f2-51cc-46b5-90ba-f06fcdfc2da6?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)