Sales Manager, SME & Growth

Compensation

Estimated OTE $240K – $290K • Offers Equity • Offers Commission

Airwallex promotes fair compensation practices in accordance with applicable national, federal, state, and local law.

The actual compensation offered to a candidate will be dependent upon multiple factors, including but not limited to relevant experience, skills and other qualifications, geographic location as noted, internal equity, and other external market factors.

For example, for US-based employees, they are eligible to participate in medical, dental, and vision insurance, a 401(k) plan, short-term and long-term disability, basic life insurance, and well-being benefits. US-based employees also receive 20 paid days of vacation and 12 paid days of company holidays in a calendar year.

How you'll make impact

As Sales Manager, you’ll lead and scale a team of full-cycle Account Executives acquiring and closing customers with 1–500 employees across segments such as travel, ecommerce, and SaaS.

• Own revenue delivery, pipeline health, deal quality, and execution velocity across the team.
• Coach Account Executives on discovery, deal strategy, negotiation, objection handling, and closing.
• Build the processes, metrics, and operating cadence needed to scale a high-performing outbound sales motion.
• Use data, AI, and sales tools to improve account research, deal strategy, pipeline visibility, and forecasting accuracy.
• Partner with sales leadership and cross-functional teams to refine our ideal customer profile, test new SMB verticals, and turn win/loss insights and revenue outcomes into better execution.
• Recruit and develop your team, strengthen our sales motion, and raise the bar on how we serve ambitious businesses.

What we're looking for

Essentials

• At least 6 years of experience in B2B sales, including experience managing and coaching Account Executives.
• A proven track record of closing deals and managing complex SMB pipelines end to end.
• Strong commercial judgment, with the ability to prioritise leads, assess deal quality, and forecast accurately.
• Deep experience coaching Account Executives on closing, negotiation, objection handling, and pipeline management.
• Experience managing multi-stakeholder deal cycles, including with business owners and finance teams.
• Excellent communication skills , structured, persuasive, and credible in commercial negotiations.
• Experience operating in a high-growth environment with high accountability.
• Experience leading outbound sales motions, including prospecting and cold calling.
• A builder mindset, with examples of creating or improving sales processes, enablement, or operating rhythms without relying on an established framework.

Preferred

• 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.
• A demonstrated ability to improve close rates, deal velocity, and win consistency.
• Experience using AI and sales tools to improve deal strategy, pipeline visibility, and forecasting accuracy.
• A relationship-first leadership style with a strong coaching and talent-development mindset.
• Experience in high-growth startups or scale-ups.

You'll thrive here if

• You have a track record of hitting your numbers, and you’re motivated by stretch goals.
• You own the outcome and you don't wait for permission to fix what's broken.
• You're comfortable making decisions with incomplete information and moving quickly anyway.
• You're excited by a category that hasn't been won yet, and want to be early enough to shape it.