Manager, Sales Development, SME & Growth

AU - Melbourne · 4+ years experience · Full-time · Posted Oct 1, 2026

At a glance

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 676,000 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 2,300 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 https://www.airwallex.com/en-us/operating-principles to see it in full.

As the SDR Manager, you will own the strategy, execution, and performance of our SDR team, responsible for generating high-quality pipeline and developing the next generation of sales talent at Airwallex.
You will lead from the front - coaching, mentoring, and scaling a best-in-class outbound motion while working closely with Account Executives, Marketing, and RevOps to continuously improve how we identify, engage, and qualify our ideal customers.

Build, lead, and scale a high-performing SDR team focused on new customer acquisition across SME & Growth segments.
Instill a culture of intensity and velocity within the SDR team, driving high-quality activity and disciplined execution to accelerate pipeline creation and revenue impact.
Empower your team to be tactical in hunting and refining Ideal Customer Profiles (ICPs), ensuring SDR efforts are focused on the highest-revenue and highest-conversion opportunities.
Leverage AI and automation tools to improve prospecting efficiency, account-level research, personalization, and overall SDR productivity.
Continuously improve SDR processes, workflows, and tooling so SDRs can prioritize high-impact, revenue-generating activities over low-value manual work.
Coach SDRs on messaging, discovery, objection handling, and qualification to continuously improve conversion rates.
Partner closely with AEs, Marketing, and RevOps to optimize lead flow, campaign execution, and handoff processes.
Establish clear performance metrics, dashboards, and reporting to track activity, pipeline, and outcomes.
Hire, onboard, and ramp new SDRs, creating clear career paths
Maintain accurate pipeline and activity tracking in CRM, ensuring data integrity and forecasting accuracy.

Minimum of 4 years of experience in B2B sales, sales development, or go-to-market roles within SaaS, fintech or startup space.
Prior experience directly leading or player-coaching a small SDR team.
Strong commercial acumen to identify and iterate on ICP.
Proven ability to generate qualified pipeline through disciplined execution.
Hustler mentality: scrappy, persistent, comfortable operating in ambiguity and fast-changing environments.
Strong communication skills - clear, structured, and persuasive across written and verbal channels.

Experience scaling SDR teams in a high-growth fintech or startup environment.
Experience in payments or financial infrastructure (e.g. collections, payouts, FX, cross-border payments).
Experience leveraging AI, automation, or enrichment tools to improve SDR productivity and account research.
Experience working cross functionally across Sales, Marketing, and RevOps.