Sales Manager, SME & Growth

Airwallex is a global payments and financial platform for businesses. The Sales Manager, SME & Growth will lead and scale a team of full-cycle Account Executives serving SMB customers, while owning revenue, pipeline health, deal quality, and execution velocity. The role focuses on coaching sales execution and building scalable processes, metrics, and operating cadences for a high-performing SMB sales motion.

Responsibilities:

• Lead, coach, and develop a team of full-cycle Account Executives, with a strong focus on closing excellence and consistent revenue delivery
• Partner closely with the outbound sales leader and cross-functional team leaders to continuously explore, test, and refine ICPs, evaluate new SMB verticals, and provide structured feedback based on deal quality, win/loss insights, and revenue outcomes
• Coach AEs on prioritizing leads and opportunities effectively, ensuring time and effort are focused on the highest-conversion, highest-revenue deals
• Drive best-in-class pipeline management practices, including deal qualification, stage progression discipline, pipeline coverage, and forecast accuracy
• Develop AEs ability to run strong discovery, identify economic buyers, and manage multi-stakeholder deal cycles within SMB organizations
• Coach and inspect deals on negotiation strategy, objection handling, pricing conversations, and close planning to improve win rates
• Instill structured deal management habits, including clear next steps, mutual action plans, and close plans for every active opportunity
• Drive a metrics-led operating cadence focused on deal velocity, stage conversion, win rates, and pipeline quality
• Leverage data, AI, and sales tools to improve account research, deal strategy, and pipeline visibility
• Maintain high standards of CRM hygiene, deal inspection, and sales process adherence

Requirements:

• Minimum of 5 years of experience in B2B sales, with at least 2 years of experience managing/coaching Account Executives
• Proven track record closing deals and managing complex SMB pipelines end-to-end
• Strong commercial judgment with the ability to prioritize leads, assess deal quality, and forecast accurately
• Deep experience coaching AEs on closing, negotiation, objection handling, and pipeline management
• Comfortable managing multi-stakeholder deal cycles, including traditional business owners and finance teams
• Excellent communication skills - structured, persuasive, and credible in commercial negotiations
• Experience operating in fast-paced, high-growth environments with high accountability
• 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
• Demonstrated ability to improve close rates, deal velocity, and win consistency
• Experience leveraging AI and sales tools to improve deal strategy, pipeline visibility, and forecasting accuracy
• Relationship-first leadership style with a strong coaching and talent-development mindset