Sales Manager, SME & Growth
Job description
Lead and coach a pod of Account Executives selling Airwallex's financial platform to SMB customers across the UK and selected EMEA territories. The role owns a team quota and builds the sales operating rhythm, pipeline and coaching practices for a high-velocity environment.
At a glance
- Employment
- Full-time
- Work mode
- Hybrid · Manchester, United Kingdom
What you'll do
- Own team performance across SMB customers by setting clear expectations for activity, pipeline quality and sales results.
- Drive a disciplined operating rhythm through pipeline and forecast reviews, deal strategy sessions, call coaching and quarterly business reviews.
- Build consistent opportunity execution by embedding MEDDPICC, SPICED or Challenger methodologies, rigorous qualification, multi-threading and persona-based messaging.
- Expand outbound sales motions with SDRs and Marketing by shaping target segments, outreach cadences, content and reporting.
- Improve forecasting and decision-making through strong CRM hygiene, data quality and visibility into pipeline coverage, conversion, win rates and cycle times.
- Build team capability by hiring, onboarding, coaching and developing Account Executives, while partnering with Product, Marketing, Revenue Strategy & Operations and other stakeholders on market feedback, local go-to-market strategy and new market or business-line launches.
What we're looking for
- 5+ years of B2B sales experience, including at least 3 years as a closing Account Executive selling into SMB or mid-market segments.
- 2+ years in a frontline sales leadership or team-lead role, managing AEs, carrying a team quota and operating in a high-velocity sales environment.
- Proven success in an individual contributor AE role, with a strong track record of meeting or exceeding quota in B2B sales.
- Experience in high-growth tech or fintech, ideally with one or more of payments, FX, cards, accounts or spend management products.
- Experience launching or scaling a new market, region or business line, rather than only inheriting an established book of business.
- Hands-on experience building outbound sales motions with SDRs and Marketing, including designing cadences, qualification workflows and reporting.
- Strong, practical command of at least one modern B2B sales methodology such as MEDDPICC/MEDDIC, SPICED or Challenger, and the ability to coach others to use it effectively.
- Ability to establish and run strong cross-functional reporting cadences, using data and CRM insights to manage performance and communicate risk and opportunity.
- Proven ability to coach, develop and performance-manage Account Executives, including giving clear feedback and handling under-performance when needed.
Nice to have
- Experience selling multi-product fintech or payments platforms, for example combinations of accounts, payments, FX, cards and spend management, to CFO, finance and operations personas.
- Direct experience implementing or scaling MEDDPICC, SPICED or Challenger methodologies across a sales team or organisation, including building templates, training and inspection frameworks.
- Background in building or scaling sales teams in new or emerging EMEA markets.
- Familiarity with AI-powered sales tools and modern sales tech stacks, for example Salesforce, Outreach/Salesloft and Gong/Chorus, and using them to drive productivity and insight.
- Experience collaborating closely with Revenue Strategy & Operations and Enablement to design territories, KPIs and enablement programmes that support high-velocity sales growth.
Your team
SME & Growth
SME & Growth at Airwallex helps small and mid-market businesses solve real financial challenges across borders: getting paid globally, managing multi-currency accounts, paying suppliers, and running spend across markets from a single platform.
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About Airwallex
The AI-native financial operating system for a real-time, intelligent economy
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. We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific.
Mission
To build the infrastructure global commerce runs on.
Key facts
- more than 2,700 people
- 2015
- San Francisco and Singapore (co-headquartered)
- Financial technology
- More than 675,000 businesses use Airwallex, directly or through its platform partners
- 85+ licenses
- Financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific
- More than 2,700 people across 27 offices
- Started in Melbourne in 2015
Partners & customers
What they value
- Hire builders with founder-level energy
- Move fast with good judgment
- Dig in with real curiosity
- Make calls from first principles rather than waiting to be told what to do