Sales Manager, SME & Growth

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. 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. We're co-headquartered in San Francisco and Singapore, with more than 2,700 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles to see it in full.   How you'll make impact As Sales Manager, SME & Growth, you’ll lead and coach a pod of Account Executives selling to SMB customers across the UK and selected EMEA territories. You’ll own a team quota, run a disciplined sales operating rhythm, and build the pipeline, forecasting and coaching practices needed to deliver in a high-velocity environment. You’ll embed MEDDPICC, SPICED or Challenger methodologies, strengthen outbound motions with SDRs and Marketing, and partner with Product, Revenue Strategy & Operations and other teams to shape go-to-market execution and support new market or business-line launches. • 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. You’ll work from our Manchester office three days a week. What we're looking for Essentials • 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 ins