Manager, Sales Development, SME & Growth

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 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 2,700 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.

The SME & Growth Sales Development team creates the qualified pipeline that fuels new customer acquisition across Australia. You'll lead the strategy, execution and performance of the Melbourne team while developing the next generation of sales talent.

• Build and scale a high-performing Sales Development team focused on qualified pipeline creation across SME & Growth segments

• Improve pipeline quality and conversion by refining ideal customer profiles, account prioritisation, messaging and qualification

• Coach Sales Development Representatives on prospecting, discovery, objection handling and handoff quality, helping them progress toward future Account Executive and other go-to-market opportunities

• Establish clear performance metrics, dashboards and operating rhythms that improve activity quality, pipeline visibility and forecasting

• Partner with Account Executives, Marketing, Revenue Operations and Sales leadership to improve lead flow, campaign execution, territory coverage and handoffs

• Use AI, automation and sales tools to improve account research, personalisation, prospecting efficiency and team productivity

You'll work from our Melbourne office three days a week.

Essentials

• At least four years of experience in B2B sales, Sales Development or go-to-market roles, ideally in SaaS, fintech, payments or a scaling business

• Experience directly managing or player-coaching Sales Development Representatives

• A track record of generating qualified pipeline and improving team performance against commercial goals

• Strong commercial judgment, with the ability to define and refine ideal customer profiles and prioritise high-impact opportunities

• Experience coaching sales teams on messaging, discovery, objection handling, qualification and effective handoffs

• Strong analytical, organisational and communication skills, with the ability to use performance data to guide decisions

Preferred

• Experience scaling a Sales Development team in a high-growth fintech, payments or SaaS business

• Experience using Salesforce and sales engagement, automation or enrichment tools to improve prospecting and reporting

• Experience creating Sales Development Representative onboarding, enablement, career development or succession pathways

• Experience partnering across Sales, Marketing, Revenue Operations and Enablement to improve the commercial operating model

• You own the outcome and you don't wait for permission to fix what's broken.

• You're comfortable making decisions with incomplete information and moving quickly anyway.

• You have a track record of hitting your numbers, and you’re motivated by stretch goals.

• You’re motivated by working alongside people whose ambition pushes you to raise your own bar.

• You say what you mean. You're direct, but you lead with respect.

SME & Growth at Airwallex is about more than closing deals. We help small and mid-market businesses solve real financial challenges across borders: getting paid globally, managing multi-currency accounts, paying suppliers, and running spend across markets from a single platform. You're not selling a feature. You're helping founders and finance leaders replace fragmented financial operations with one global system that actually scales.

It's a function for sellers who like to build, not follow a script: curious, resourceful, and comfortable figuring things out in markets that are still wide open. You get real autonomy to create value, build relationships, and move opportunities forward.

If you want to sell a serious product, solve real problems for ambitious businesses, and build your career fast, this is a place to do it.

To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com email address. Please apply only through careers.airwallex.com or our official LinkedIn page.

Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary.

Airwallex is proud to be an equal opportunity employer. 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.