Sales Manager, SME & Growth

Airwallex aspires to serve the fastest-growing businesses globally. As the Sales Manager, SME & Growth, you will lead and scale a team of full-cycle Account Executives responsible for acquiring and closing customers within SMB segments. You will be accountable for revenue, pipeline health, deal quality, and execution velocity. This role requires a hands-on sales leader who can coach AEs on discovery, deal strategy, and closing, while also building the processes, metrics, and operating cadence needed to scale a high-performing SMB sales motion. This role is Remote in the US.

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

Nice to have

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