Manager, Sales Development, SME & Growth

Airwallex (UK) Limited

Job Overview

Location

CN - Shenzhen

Job Type

Full-time

Full Job Description

📋 Description

• Lead, build, and scale a high-performing Sales Development Representative (SDR) team focused on acquiring new customers within the SME & Growth segments at Airwallex.
• Instill a culture of intensity and velocity within the SDR team, driving disciplined execution and high-quality outbound activity to accelerate pipeline creation and revenue impact.
• Empower SDRs to tactically refine and target Ideal Customer Profiles (ICPs), ensuring efforts are concentrated on the highest-revenue and highest-conversion opportunities.
• Leverage AI and automation tools to enhance prospecting efficiency, conduct account-level research, personalize outreach, and boost overall SDR productivity.
• Continuously optimize SDR processes, workflows, and tooling to eliminate low-value manual tasks and prioritize revenue-generating activities.
• Coach SDRs on messaging, discovery calls, objection handling, and qualification techniques to improve conversion rates and sales effectiveness.
• Partner closely with Account Executives, Marketing, and Revenue Operations to align on lead flow, campaign execution, and seamless handoff processes.
• Establish clear performance metrics, dashboards, and reporting frameworks to track SDR activity, pipeline progression, and revenue outcomes.
• Hire, onboard, and ramp new SDRs, creating structured career development paths and ensuring consistent onboarding quality.
• Maintain accurate and reliable CRM data for pipeline tracking, forecasting, and reporting, ensuring data integrity across all sales systems.
• Own end-to-end execution of the outbound sales development motion, from prospect targeting to qualified lead handoff to Account Executives.
• Drive continuous improvement in SDR performance through data analysis, feedback loops, and iterative testing of outreach strategies.
• Collaborate cross-functionally to ensure alignment between marketing campaigns, sales targeting, and revenue goals.
• Act as a player-coach by actively participating in outbound activities to model best practices and provide real-time coaching.
• Identify and implement scalable systems and tools to support team growth while maintaining high standards of performance and accountability.
• Foster a collaborative, customer-first mindset within the SDR team that aligns with Airwallex’s operating principles and mission to empower global businesses.

🎯 Requirements

• Minimum of 4 years of experience in B2B sales, sales development, or go-to-market roles within SaaS, fintech, or startup environments
• Prior experience directly leading or player-coaching a small SDR team
• Strong commercial acumen to identify and iterate on Ideal Customer Profiles (ICPs)
• 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

🏖️ Benefits

• Opportunity to work at a US$8 billion fintech company backed by world-leading investors including T. Rowe Price, Visa, Mastercard, and Sequoia
• Access to a global team of over 2,000 innovators across 26 offices
• Exposure to cutting-edge AI and automation tools to enhance sales productivity
• Direct impact on scaling a high-growth business serving over 200,000 global clients including SHEIN, Qantas, and Brex
• Career growth within a fast-moving, high-impact environment with true ownership and accelerated learning
• Alignment with a mission-driven company focused on building the future of global payments and financial infrastructure

Skills & Technologies

Onsite

Degree Required

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Airwallex (UK) Limited

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About Airwallex (UK) Limited

Airwallex is a global financial technology company providing cross-border payment and banking infrastructure for businesses. It offers multi-currency accounts, foreign exchange, card issuing, expense management, and embedded finance APIs. Founded in Melbourne in 2015, the company serves enterprises and SMEs across Asia-Pacific, Europe, and the Americas, operating under licenses in multiple jurisdictions and processing billions in annualized transaction volume.

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