(Senior) Manager, Business Development, SME & Growth

VN - Ho Chi Minh City · 7+ years experience · Full-time · Onsite · Posted Oct 16, 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 SME & Growth team helps small and mid-market businesses solve cross-border financial challenges using a single global platform.
This role involves leading, coaching, and developing a high-performing Account Executive team in Vietnam to drive revenue growth and sales execution.
The position requires a hands-on leader who can translate company strategy into consistent sales outcomes while building a scalable sales motion.

Own team revenue and commercial targets by setting clear goals, priorities, and execution plans.
Establish a consistent operating rhythm through pipeline reviews, deal reviews, team meetings, one-to-ones, and performance reviews.
Coach Account Executives across prospecting, qualification, discovery, solution positioning, objection handling, negotiation, and closing.
Improve pipeline coverage, opportunity quality, stage progression, close plans, forecast accuracy, conversion, and sales velocity.
Maintain strong CRM discipline, ensuring pipeline data, next steps, close dates, and forecasts reflect the underlying business reality.
Join strategic customer and deal discussions, helping Account Executives navigate complex, consultative sales cycles.
Partner with Marketing, Partnerships, Customer Success, Operations, Product, and Revenue teams to improve lead quality, customer handovers, sales processes, and customer outcomes.
Share customer, market, and competitive insights to inform sales plays, enablement, product priorities, and go-to-market strategy.
Support hiring, onboarding, ramping, training, performance management, and career development for Account Executives.
Build a culture of ownership, collaboration, experimentation, accountability, and continuous improvement.

At least 7 years of relevant experience in banking, payments, PSP, fintech, e-commerce or platform-based businesses.
Demonstrated experience in B2B sales, ideally in a consultative, solution-led, or complex sales environment.
Experience leading, coaching, or mentoring Account Executives or another quota-carrying sales team.
A consistent track record of delivering against revenue targets and building a healthy sales pipeline.
Strong understanding of sales methodology, forecasting, CRM discipline, pipeline management, and performance management.
Experience coaching discovery, value-based selling, negotiation, and deal execution.
Excellent communication, coaching, stakeholder management, and problem-solving skills.
Ability to balance strategic thinking with hands-on execution and direct involvement in important deals.
Strong commercial judgment and comfort using data to diagnose performance and make decisions.
High ownership, resilience, integrity, and a customer-first mindset.

Experience scaling a sales team or launching a new market, segment, or sales motion.
Experience managing enterprise, mid-market, SME, or cross-border customers.
Familiarity with Salesforce, sales engagement tools, and revenue intelligence platforms.