# Manager, Sales, SME & Growth

**Company**: Airwallex
**Location**: Singapore
**Work arrangement**: onsite
**Experience**: senior
**Job type**: full-time
**Category**: Sales
**Industry**: Finance

**Apply**: https://jobs.ashbyhq.com/airwallex/f30c261a-28e3-4d6f-b53d-155be22db05d?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_4bcf86d3-f81

## Description

## About the Role

As the Manager, Sales, SME & Growth at Airwallex, you will lead and scale a team of Account Executives responsible for acquiring and closing customers within SMB segments.

## Responsibilities:

- Lead, coach, and develop a team of Account Executives, focusing on closing excellence and consistent revenue delivery.

- Partner with the outbound sales leader and cross-functional team leaders to explore, test, and refine ICPs, evaluate new SMB verticals, and provide feedback based on deal quality, win/loss insights, and revenue outcomes.

- Coach AEs on prioritizing leads and opportunities effectively, ensuring time and effort are focused on the highest-conversion, highest-revenue deals.

- Drive best-in-class pipeline management practices, including deal qualification, stage progression discipline, pipeline coverage, and forecast accuracy.

- Develop AEs' ability to run strong discovery, identify economic buyers, and manage multi-stakeholder deal cycles within SMB organizations.

- Coach and inspect deals on negotiation strategy, objection handling, pricing conversations, and close planning to improve win rates.

- Instill structured deal management habits, including clear next steps, mutual action plans, and close plans for every active opportunity.

- Drive a metrics-led operating cadence focused on deal velocity, stage conversion, win rates, and pipeline quality.

- Leverage data, AI, and sales tools to improve account research, deal strategy, and pipeline visibility.

- Maintain high standards of CRM hygiene, deal inspection, and sales process adherence.

## Minimum Qualifications:

- Minimum of 6 years of experience in B2B sales, with experience managing/coaching Account Executives.

- Preferred experience selling payments, fintech, or banking/card products to SMB customers.

- Proven track record closing deals and managing complex SMB pipelines end-to-end.

- Strong commercial judgment with the ability to prioritize leads, assess deal quality, and forecast accurately.

- Deep experience coaching AEs on closing, negotiation, objection handling, and pipeline management.

- Comfortable managing multi-stakeholder deal cycles, including traditional business owners and finance teams.

- Excellent communication skills - structured, persuasive, and credible in commercial negotiations.

- Comfortable operating in fast-paced, high-growth environments with high accountability.

## Preferred Qualifications:

- Experience leading SMB sales teams in fintech, payments, or trade-related platforms.

- Strong intuition for mapping customer payment flows and identifying expansion or revenue opportunities.

- Demonstrated ability to improve close rates, deal velocity, and win consistency.

- Experience leveraging AI and sales tools to improve deal strategy, pipeline visibility, and forecasting accuracy.

- Relationship-first leadership style with a strong coaching and talent-development mindset.

- Experience in high-growth startups or scale-ups.

- Fluency in Mandarin.

## Skills

### Required
- B2B sales
- Account Executive management
- commercial judgment
- pipeline management
- CRM hygiene
- Mandarin

### Nice to have
- fintech
- payments
- SMB sales
- AI
- sales tools

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Source: [Apply at jobs.ashbyhq.com](https://jobs.ashbyhq.com/airwallex/f30c261a-28e3-4d6f-b53d-155be22db05d?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)