Account Executive Team Manager, SME & Growth

Airwallex; Paris; Hybrid; EUR 90,000 - 130,000; Full time

Job summary

Airwallex in Paris is seeking a hands-on Sales Manager to lead, coach and scale a team of Account Executives focused on SMB and mid-market customers across the DACH region. You will be deeply involved in live deals and help design the sales operating system.

Based in Paris with a hybrid model (min 3 days in the office), you will own a team quota, drive MEDDPICC/Challenger-based processes, and build out outbound motions while partnering with leadership to shape our go-to-market strategy in DACH.

Qualifications

• 6+ years in B2B sales, incl. 3+ years closing SMB/mid-market.
• 2+ years frontline sales leadership managing AEs.
• Experience launching or scaling new markets in fintech/tech.
• Excellent German (native or near-native) and English (professional).

Responsibilities

• Lead, coach and manage a high‑performing team of 4–8 Account Executives.
• Run a high‑quality sales operating rhythm.
• Stay close to the field.
• Drive sales methodology and funnel discipline.
• Build and scale the team.
• Shape our GTM strategy in DACH.
• Own performance and reporting.

Skills

B2B sales

Closing Account Executive

Sales leadership

Outbound sales

MEDDPICC/SPICED/Challenger

High-growth fintech

German & English fluency

Job description

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 250,000 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 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading investors including T. 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. If you’re ready to do the most ambitious work of your career, join us.

Attributes We Value

We hire successful builders with founder‑like energy who want real impact, accelerated learning, and true ownership. You bring strong role‑related expertise and sharp thinking, and you’re motivated by our mission and operating principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor.

You’re humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end‑to‑end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next.

About the team

The SME & Growth team at Airwallex partners with ambitious SMB and mid‑market 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, high‑calibre 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 hands‑on 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 player‑coach 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 go‑to‑market from an early stage.

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

What you’ll be doing

• Lead, coach and manage a high‑performing team of 4–8 Account Executives serving SMB / mid‑market customers.

• Run a high‑quality sales operating rhythm :

• Stay close to the field :

• Drive sales methodology and funnel discipline :

• Build and scale the team :

• Shape our GTM strategy in DACH :

• Own performance and reporting :

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.

• Hands‑on and low‑ego – you are happy to jump on calls, review sequences, build a deck or help close a deal with your AEs.

• Comfortable with ambiguity and 0→1 – you like working where there is no fixed playbook, and you’re excited to help write it.

• Data‑driven – you use numbers and facts to prioritise, coach and decide, not just gut feeling.

• Resilient and hard‑working – 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 / mid‑market segments.

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

• Experience in high‑growth tech or fintech , ideally with:

• 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 (native or near‑native) and English (professional).

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.