Head of Sales, SME & Growth, Brazil

As Head of Sales, SME & Growth, Brazil, you have the unique opportunity to strategize and drive the Brazil expansion plan for Airwallex. You will be a key part of the commercial leadership team in the Americas, contributing to decision-making and ensuring alignment with broader regional objectives. You will build and lead the commercial team who are responsible for acquiring, retaining and monetizing customers across the end to end sales cycle and drive exponential growth for Airwallex in years to come. You are able to roll up your sleeves and show how it’s done while you build a team building a player/coach mindset. This role is based in São Paulo, Brazil and in-office attendance will be required.

Responsibilities

Shape and execute commercial strategy in Brazil: Collaborate with Americas commercial and strategy leaders to refine our key verticals, positioning and value prop in Brazil; balance vision setting with rigorous execution; Build, lead and inspire the SME team: Recruit and oversee Sales Development, Account Executive and Channel Partnerships teams, build a high performing team to deliver exceptional results; Engage with customers and markets: Engage with customers and close deals yourself as an individual contributor along with being the leader of the commercial team, and drive growth initiatives that involve all aspects of the customer lifecycle (customer acquisition, activation, retention, and upselling); Drive global and regional cross-functional collaboration: Partner with Americas and Global Marketing to strategize and execute effective customer acquisition campaigns; partner with Product to build the right user experience and tools for Brazilian customers; Enhance Airwallex brand and drive strategic collaboration: Serve as prominent representative of Airwallex at key events within the Brazilian SME business segment

Requirements

8+ years of progressive go-to-market experience, including at a top tier management consulting firms or go-to-market leadership roles in a high-growth company; 5+ years of experience leading and managing GTM teams, including sales, account management, marketing; Demonstrated experience in developing and executing multi-channel customer acquisition strategies, and scaling customer acquisition and revenue growth in a B2B environment; Proven ability to build and scale high-performing commercial teams in high-growth environments; Direct experience and connections in the Brazilian fintech market; Fluency in English and Portuguese

Nice to have

Experience launching and scaling go-to-market teams in hyper-growth startups, particularly in the fintech or payments sectors; Evidence of success in growing customer base from the ground up; Experience being a Player/Coach as needed and love individual contributor work along with being a team lead; Ability to be analytical, data driven and creative when it comes to growth strategies; Proven ability to navigate ambiguity and adapt quickly to evolving market conditions, demonstrating resilience and innovative problem-solving; Familiarity with the local payment ecosystem (e.g., PIX, TED), fintech regulations and key fintech players