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 targets, pipeline health, deal quality, and sales 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.
• • Drive structured pipeline management practices including deal qualification, stage progression discipline, pipeline coverage, and forecast accuracy.
• • Partner with outbound sales and cross-functional leaders to test, refine, and validate Ideal Customer Profiles (ICPs) and evaluate new SMB verticals using deal quality and win/loss insights.
• • Instill disciplined deal management habits such as clear next steps, mutual action plans, and close plans for every active opportunity in the CRM.
• • Implement a metrics-led operating cadence focused on key sales KPIs: 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 for the team.
• • Maintain high standards of CRM hygiene and ensure strict adherence to the company’s sales process and documentation standards.
• • Develop AEs’ ability to identify economic buyers and manage multi-stakeholder decision-making cycles within SMB organizations.
• • Analyze revenue outcomes and deal patterns to continuously improve sales effectiveness and scalability of the SMB growth engine.
• • Foster a culture of accountability, continuous improvement, and high performance through regular deal inspections and performance feedback.
• • Operate in a fast-paced, high-growth environment with a strong emphasis on ownership, speed, and results-driven execution.
• • Use first-principles thinking to solve complex sales challenges and build scalable processes from zero to one.
• • Collaborate with product, marketing, and finance teams to align sales strategy with customer needs and company-wide financial goals.
• • Champion a relationship-first leadership style focused on coaching, talent development, and building strong, high-performing sales teams.
• • Ensure all sales activities comply with Airwallex’s operating principles and commitment to ethical, transparent, and customer-centric growth.