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.