Head of Outbound Sales (Remote)

About Airwallex Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 200,000 businesses worldwide – including Brex, Rippling, Navan, Qantas, SHEIN and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale.
Proudly founded in Melbourne, we have a team of over 2,200 of the brightest and most innovative people in tech across 26 offices around the globe. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. 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.

Airwallex aspires to serve the fastest-growing businesses globally. As the Sales Manager, SME & Growth , you will lead and scale a team of full-cycle 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 is Remote in the US.

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
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 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 leading SMB sales teams in fintech, payments, or trade-related platforms
Strong intuition for mapping customer payment flows and identifying expansion or revenue opportunities
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
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We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.