Head of Sales, SME, US

Compensation

$260K – $280K • Offers Equity • Offers Bonus

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

These expected base pay ranges are based on information at the time this post was generated and represent the company’s good faith minimum and maximum ranges for this role at the time of posting.

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.

Certain roles may be eligible for other compensation including, but not limited to, annual bonuses, commissions, RSUs, or other forms of compensation in addition to the established salary range.

Benefits vary by country and employment type in accordance with local statutory requirements. All employees receive at least the statutory minimum for paid annual leave and public holidays, with many of our locations offering additional company-provided vacation days.

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.

Further details about our compensation and benefits package are available upon request by contacting our Talent Acquisition team.

About Airwallex

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own.

The Role

We’re hiring a Head of Sales, SME, US to build and lead a world-class, high-growth commercial engine across the region. You will own new business, account expansion, and GTM partnerships, with a mandate to scale a high-performing sales organization and crack product–market fit in new verticals, including eCommerce, software & technology, trading, import & export, and manufacturing.

What You’ll Do

Own the US commercial engine

• Own new business revenue, expansion, and retention targets across the US.
• Lead and scale our AEs and sales managers to drive high-quality pipeline and consistent new customer acquisition.

Build a world-class sales organization

• Design and implement the sales operating model across segments, territories, and verticals (including eCommerce, software/tech, trading, import/export, and manufacturing).
• Establish and continuously improve sales processes and methodologies – from discovery, qualification, and value articulation through to negotiation and closing.
• Build the recruiting framework for sales: define profiles, interview loops, and assessment criteria; partner with Talent Acquisition to hire and onboard top-tier sales and AM leaders and ICs.
• Implement best practices in forecasting, pipeline hygiene, territory planning, and quota setting, in close partnership with RevOps and Finance.

Lead from the front with customers

• Personally lead executive-level discovery, solutioning, and deal execution with strategic prospects and customers.
• Act as a trusted advisor to C-level and VP-level stakeholders across our target industries, bringing a deep understanding of payments, FX, and financial operations.
• Champion Airwallex in the market through customer meetings, events, and partner engagements, setting the bar for what great looks like in senior client interaction.

Coach, develop, and inspire the team

• Be a culture-builder who sets a high-energy, high-ownership tone for the US sales organization.
• Coach and develop managers and ICs through structured 1:1s, deal reviews, and regular training on discovery, objection handling, and closing.
• Instill a learning and experimentation mindset – continuously test new approaches, share learnings, and raise the bar on performance and craftsmanship.

Shape strategy and product–market fit

• Partner closely with Product, Marketing, and Risk to identify and validate product–market fit in new verticals and segments.
• Bring structured market, customer, and competitive insights back into product roadmaps and GTM strategy.
• Define and refine our ideal customer profiles, use cases, and value propositions across eCommerce, software/tech, trading, import & export, and manufacturing.

Who You Are

• Proven sales leader: You have significant experience leading high-growth B2B sales organizations (ideally in payments, fintech, or software/technology) with clear ownership of new business and expansion targets.
• Builder of teams and culture: You’ve built or scaled sales teams from the ground up, including hiring, onboarding, and developing AEs and sales Managers, and are known for creating a high-performance, high-trust culture.
• Process and systems thinker: You bring a disciplined approach to sales operations – from discovery frameworks and sales methodologies to forecasting, pipeline management, and tools.
• Exceptional coach and communicator: You are an inspirational leader who can attract talent, set clear expectations, and coach people to their next level; you communicate complex ideas simply and persuasively.
• Customer-obsessed and commercially sharp: You love spending time with customers, understanding their businesses deeply, and structuring creative, win-win deals that drive long-term value.
• Curious, high-horsepower operator: You learn fast, ask great questions, and thrive in an environment with ambiguity, pace, and high expectations.
• Vertical experience (nice to have): Experience selling into eCommerce, software/SaaS, trading, import & export, or manufacturing is a strong plus.