Manager, Sales, SME & Growth

Airwallex; Singapore; On-site; SGD 120,000 - 150,000; Full time

Job summary

Airwallex is seeking a Manager for Sales, SME & Growth in Singapore. This role involves leading a team of full-cycle Account Executives to acquire and close customers in the SMB segment. Responsibilities include coaching AEs, managing the sales pipeline, and driving metrics-led performance. Candidates should have at least 6 years of B2B sales experience in payments or fintech, alongside strong negotiation and communication skills. Preference for those with experience in high-growth environments and fluency in Mandarin.

Qualifications

• Minimum of 6 years of experience in B2B sales, managing Account Executives.
• Mandatory experience selling payments, fintech or banking products to SMB customers.
• Proven track record closing deals and managing complex SMB pipelines.

Responsibilities

• Lead and develop a team of Account Executives focused on revenue delivery.
• Collaborate with sales and cross-functional teams to refine customer segments.
• Drive best practices in deal qualification and pipeline management.

Skills

B2B sales experience

Payments sales experience

Coaching Account Executives

Negotiation skills

Communication skills

CRM management

Job description

What You’ll Do

Airwallex aspires to serve the fastest-growing businesses globally. As the Manager, Sales, SME & Growth, you will lead and scale a team of full-cycle Account Executives responsible for acquiring and closing customers within SMB segments. The role is based in Singapore. You will be accountable for revenue, pipeline health, deal quality, and execution velocity.

Responsibilities

• Lead, coach, and develop a team of full-cycle Account Executives, focusing 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.

Minimum Qualifications

• Minimum of 6 years of experience in B2B sales, with experience managing or coaching Account Executives.
• Mandatory experience selling payments, fintech, or banking/card products to SMB customers.
• 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.
• Comfortable 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.
• Experience in high‑growth startups or scale‑ups.
• Fluency in Mandarin.

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.