# Account Executive Team Manager, SME & Growth

**Company**: Airwallex
**Location**: Berlin
**Work arrangement**: hybrid
**Experience**: senior
**Job type**: Full time
**Category**: Sales
**Industry**: Finance

**Apply**: https://jobs.ashbyhq.com/airwallex/447495e3-e4fe-4d69-9032-cdeb0b50ed9b?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_d6dfb975-363

## Description

## About the Role

We are looking for a hands-on Sales Manager to lead, coach and scale a team of Account Executives focused on SMB customers (typically 20–1000 employees, with average deal size ≥ €2k MRR).

### Key Responsibilities:

- Lead, coach and manage a high-performing team of 4–8 Account Executives serving SMB / mid-market customers.

- Run a high-quality sales operating rhythm: weekly pipeline and forecast reviews, regular deal strategy sessions and call reviews, and team enablement on discovery, negotiation, MEDDPICC and closing.

- Stay close to the field: join customer meetings and calls, directly support and co-own strategic and complex deals with your AEs.

- Drive sales methodology and funnel discipline: embed MEDDPICC and SPICED as the standard way of running opportunities, ensure consistent ICP / persona-based qualification and messaging across the team, and maintain high standards of CRM hygiene and data quality.

- Build and scale the team: attract, hire and onboard A-players, provide clear expectations, feedback and development paths for each AE.

- Shape our GTM strategy in DACH: contribute to our value propositions, pitches and vertical narratives, partner with Marketing, SDRs and Partnerships on outbound motions and campaigns.

- Own performance and reporting: be accountable for quota attainment, pipeline coverage and conversion, and provide regular, data-driven updates to the Head of Sales on risks, opportunities and resourcing needs.

### Requirements:

- 6+ years of B2B sales experience, including 3+ years as a closing Account Executive on SMB / mid-market segments.

- 2+ years in a front-line sales leadership / team lead role, managing AEs and carrying a team quota.

- Experience in high-growth tech or fintech, ideally with payments, FX, cards, accounts, or spend management products.

- Demonstrated experience launching or scaling a new market, region or business line.

- Hands-on experience building outbound sales motions with SDRs and Marketing.

- Strong, practical command of key Sales Methodology MEDDPICC/SPICED/Challenger.

- Proven ability to coach, develop and performance-manage Account Executives.

- Excellent verbal and written communication skills in German (native or near-native) and English (professional).

## Skills

### Required
- B2B sales
- Sales leadership
- MEDDPICC
- SPICED
- Challenger
- German
- English

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Source: [Apply at jobs.ashbyhq.com](https://jobs.ashbyhq.com/airwallex/447495e3-e4fe-4d69-9032-cdeb0b50ed9b?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)