Manager, Sales, SME & Growth

📋 Description

• • Lead and develop a team of full-cycle Account Executives focused on acquiring and closing SMB customers within the SME & Growth segment at Airwallex.
• • Be accountable for revenue generation, pipeline health, deal quality, and execution velocity across the SMB sales motion.
• • Coach Account Executives on discovery techniques, deal strategy, negotiation, objection handling, and closing best practices to improve win rates and deal velocity.
• • Instill structured deal management habits, including clear next steps, mutual action plans, and close plans for every active opportunity in the CRM.
• • Drive best-in-class pipeline management practices, ensuring accurate stage progression, strong pipeline coverage, and reliable forecast accuracy.
• • Partner with the outbound sales leader and cross-functional teams to evaluate, test, and refine Ideal Customer Profiles (ICPs) and explore new SMB verticals.
• • Use win/loss insights and revenue outcomes to provide structured feedback and continuously improve the SMB sales process.
• • Prioritize leads and opportunities to ensure team efforts focus on the highest-conversion, highest-revenue deals.
• • Coach AEs on identifying economic buyers and managing multi-stakeholder deal cycles involving business owners and finance teams within SMB organizations.
• • Implement a metrics-led operating cadence focused on deal velocity, stage conversion rates, win rates, and pipeline quality.
• • Leverage data, AI, and sales tools to enhance account research, deal strategy, and pipeline visibility.
• • Maintain high standards of CRM hygiene, deal inspection, and strict adherence to the defined sales process.
• • Build scalable processes, metrics, and operating rhythms to support the growth and sustainability of a high-performing SMB sales team.
• • Operate with founder-like energy, taking ownership of outcomes, moving fast with good judgment, and solving problems from first principles.
• • Collaborate with cross-functional teams to align sales strategy with product, marketing, and customer success initiatives.
• • Continuously innovate to identify new revenue opportunities and expansion paths within existing SMB customer payment flows.
• • Maintain a high bar for commercial judgment, forecasting accuracy, and deal prioritization in a fast-paced, high-accountability environment.
• • Foster a relationship-first leadership style with a strong focus on coaching, talent development, and team growth.
• • Use AI and sales technology to improve forecasting, reduce manual tasks, and accelerate deal cycles without sacrificing quality.
• • Ensure all sales activities comply with Airwallex’s operating principles and commitment to integrity, collaboration, and execution excellence.