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.