Sales Manager, SME & Growth

About the Role Airwallex is seeking a data-driven Sales Manager, SME & Growth to lead a team of full-cycle Account Executives closing SMB deals. You will drive revenue, pipeline health, deal quality, and execution velocity while coaching AEs on discovery, strategy, and closing. This remote-US role offers a pivotal opportunity to shape Airwallex’s growth engine in global SMB commerce. What You'll Do

• 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 What We're Looking For
• Minimum Qualifications:
• 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
• Preferred Qualifications:
• 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