Manager, Sales, SME & Growth

About Airwallex Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 676,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own. We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific. We're co-headquartered in San Francisco and Singapore, with more than 2,300 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles to see it in full. About the team The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers. What you’ll do Airwallex aspires to serve the fastest-growing businesses globally. As the Manager, Sales, SME & Growth , you will lead and scale a team of 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. If you are a data-driven leader who thrives on intensity, accountability, and continuous improvement and developing strong closers. This role offers the opportunity to shape one of Airwallex’s most important growth engines. This role is based in Singapore. Responsibilities: Lead, coach, and develop a team of 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 Minimum Qualifications Minimum of 6 years of experience in B2B sales, with experience managing/coaching Account Executives Preferred experience selling payments, fintech, or banking/card products to SMB cu