Sales Manager, SME & Growth

US - San Francisco · 6+ years experience · Full-time · Hybrid · Posted Oct 15, 2026

At a glance

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 2,300 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.

The Sales Manager for SME & Growth will lead and scale a team of full-cycle Account Executives focused on acquiring and closing customers with 1–500 employees. This role involves driving revenue delivery, pipeline health, and execution velocity while coaching the team on complex deal strategies. You will operate in a high-growth environment to help small and mid-market businesses solve cross-border financial challenges.

Own revenue delivery, pipeline health, deal quality, and execution velocity across the team.
Coach Account Executives on discovery, deal strategy, negotiation, objection handling, and closing.
Build the processes, metrics, and operating cadence needed to scale a high-performing outbound sales motion.
Use data, AI, and sales tools to improve account research, deal strategy, pipeline visibility, and forecasting accuracy.
Partner with sales leadership and cross-functional teams to refine the ideal customer profile and test new SMB verticals.
Turn win/loss insights and revenue outcomes into better execution.
Recruit and develop the sales team.
Strengthen the sales motion and raise the bar on serving ambitious businesses.

At least 6 years of experience in B2B sales, including experience managing and coaching Account Executives.
Proven track record of 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 Account Executives on closing, negotiation, objection handling, and pipeline management.
Experience managing multi-stakeholder deal cycles, including with business owners and finance teams.
Excellent communication skills—structured, persuasive, and credible in commercial negotiations.
Experience operating in a high-growth environment with high accountability.
Experience leading outbound sales motions, including prospecting and cold calling.
Builder mindset with examples of creating or improving sales processes, enablement, or operating rhythms.

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 using 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.
Experience in high-growth startups or scale-ups.