Account Executive Team Manager, SME & Growth

Airwallex; Berlin; On-site; EUR 90,000 - 150,000; Full time

Job summary

Airwallex is seeking a hands-on Sales Manager for the SME & Growth team in DACH, based in Berlin with a hybrid work model. You will lead 4–8 Account Executives serving SMB to midmarket customers, drive a strong sales rhythm, and coown strategic deals while shaping our DACH GTM strategy.

You bring 6+ years of B2B sales, 2+ years in frontline leadership, and deep fintech experience, with fluency in German and English.

Qualifications

• 6+ years of B2B sales experience, including 3+ years as closing Account Executive on SMB / midmarket segments.
• 2+ years in frontline sales leadership / team lead role, managing AEs and carrying a team quota.
• Experience in highgrowth tech or fintech, ideally with payments, FX, cards, accounts, or spend management products.
• Demonstrated experience launching or scaling a new market, region or business line.
• Hands-on experience building outbound sales motions with SDRs and Marketing.
• Strong, practical command of key Sales Methodology MEDDPICC/SPICED/Challenger.
• Proven ability to coach, develop and performance-manage Account Executives.
• Excellent verbal and written communication skills in German and English.

Responsibilities

• Lead, coach and manage a highperforming team of 4-8 Account Executives serving SMB / midmarket customers.
• Run a highquality sales operating rhythm: Weekly pipeline and forecast reviews; Regular deal strategy sessions and call reviews; Team enablement on discovery, negotiation, MEDDPICC and closing.
• Stay close to the field: Join customer meetings and calls; Directly support and coown strategic and complex deals with your AEs.
• Drive sales methodology and funnel discipline: Embed MEDDPICC and SPICED as the standard; Ensure ICP-based qualification and messaging; Maintain CRM hygiene.
• Build and scale the team: Attract, hire and onboard A players; provide clear development paths for each AE.
• Shape our GTM strategy in DACH: Contribute to value propositions, pitches and vertical narratives; partner with Marketing, SDRs and Partnerships.
• Own performance and reporting: Be accountable for quota attainment, pipeline coverage and conversion; provide regular updates to Head of Sales on risks and opportunities.

Skills

6+ years B2B sales

3+ years closing Account Executive

2+ years frontline sales leadership

High-growth tech/fintech experience

Launching/scaling new market

Outbound motions with SDRs/Marketing

MEDDPICC/SPICED/Challenger

Coaching and performance management

German + English communication

Job description

About Airwallex

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 2,300 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 team at Airwallex partners with ambitious SMB and midmarket businesses that operate across borders. We help them get paid, hold and convert funds, pay suppliers and issue cards globally - all from a single financial platform.

In DACH, we are in build mode: a lean, highcalibre commercial team with strong backing, a large greenfield market and high expectations. You'll join experienced sellers who care about sales excellence, product depth and disciplined execution.

About the role

Reporting into the Head of Sales, SME & Growth, DACH, we are looking for a handson Sales Manager to lead, coach and scale a team of Account Executives focused on SMB customers (typically 20-1000 employees, with average deal size 2k MRR).

This is a playercoach role. You will:

• Own a team quota and be accountable for revenue performance

• Carry your own sales quota on a small number of opportunities

• Be deeply involved in live deals - especially complex or strategic ones.

• Help design and implement the sales operating system for DACH: methodology, cadence, pipeline standards and hiring.

You will be a key operational partner to the Head of Sales and a core contributor to building our DACH gotomarket from an early stage.

The role is based in Berlin, in a hybrid working model, minimum 3 days per week in the office.

What you will be doing

• Lead, coach and manage a highperforming team of 4-8 Account Executives serving SMB / midmarket customers.

• Run a highquality sales operating rhythm:

  • Weekly pipeline and forecast reviews.

  • Regular deal strategy sessions and call reviews.

  • Team enablement on discovery, negotiation, MEDDPICC and closing.

• Stay close to the field:

  • Join customer meetings and calls.

  • Directly support and coown strategic and complex deals with your AEs.

• Drive sales methodology and funnel discipline:

  • Embed MEDDPICC and SPICED as the standard way of running opportunities.

  • Ensure consistent ICP / personabased qualification and messaging across the team.

  • Maintain high standards of CRM hygiene and data quality.

• Build and scale the team:

  • Attract, hire and onboard Aplayers, in partnership with Talent Acquisition.

  • Provide clear expectations, feedback and development paths for each AE.

• Shape our GTM strategy in DACH:

  • Contribute to our value propositions, pitches and vertical narratives.

  • Partner with Marketing, SDRs and Partnerships on outbound motions and campaigns.

• Own performance and reporting:

  • Be accountable for quota attainment, pipeline coverage and conversion.

  • Provide regular, datadriven updates to the Head of Sales on risks, opportunities and resourcing needs.

You are

• A coach and builder - you genuinely enjoy making people better and building the systems that make a team win.

• Highly structured and analytical - you can move from problem ("win rate is down") to root cause and clear action plan.

• Handson and lowego - you are happy to jump on calls, review sequences, build a deck or help close a deal with your AEs.

• Comfortable with ambiguity and 01 - you like working where there is no fixed playbook, and you're excited to help write it.

• Datadriven - you use numbers and facts to prioritise, coach and decide, not just gut feeling.

• Resilient and hardworking - you like high expectations, high pace and you don't shy away from doing the work.

Minimum qualifications

• 6+ years of B2B sales experience, including 3+ years as a closing Account Executive on SMB / midmarket segments.

• 2+ years in a frontline sales leadership / team lead role, managing AEs and carrying a team quota.

• Experience in highgrowth tech or fintech, ideally with:

  • Payments, FX, cards, accounts, or spend management products.

• Demonstrated experience launching or scaling a new market, region or business line

• Handson experience building outbound sales motions with SDRs and Marketing

• Strong, practical command of key Sales Methodology MEDDPICC/SPICED/Challenger

• Proven ability to coach, develop and performance-manage Account Executives.

• Excellent verbal and written communication skills in German (native or nearnative) and English (professional).

Applicant Safety Policy: Fraud and Third-Party Recruiters

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.

Equal opportunity

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.