Director SMB Digital Growth - B2B Payments

Xe; United States; Remote; USD 120,000 - 170,000; Full time

Benefits offered by this job

Inclusive, mission-driven culture

Competitive salary

3 weeks paid vacation + personal days

Health, dental, vision, life insurance

401(k) with company match

Employee Stock Purchase Plan

Language program

Wellness initiatives

Tuition assistance

Career growth opportunities

Job summary

Xe is seeking a growth-focused leader to own the SMB acquisition and lifecycle, combining ABM, digital sales leadership, and funnel optimization to drive scalable customer growth.

You will manage a small digital sales team, implement automation, and partner with Marketing, Product, and Analytics to improve onboarding, activation, and revenue generation across SMB segments.

Qualifications

• 5–8+ years of experience in B2B growth, digital sales, demand generation, revenue growth, or go‑to‑market roles, preferably in fintech, SaaS, or related digital B2B environments.
• 2+ years of people management experience leading SDRs/BDMs.
• Proven track record of scaling inbound and ABM strategies to drive qualified pipeline and revenue.

Responsibilities

• Own SMB lifecycle from inbound lead gen to activation, retention, and upsell.
• Lead a digital sales team (BDM + SDRs) in a hybrid inbound + ABM model.
• Build scalable outbound workflows using signals, lead scoring, and automation to improve outreach and conversion.
• Define and track SMB KPIs (CAC, ARPU, churn, LTV) and align with Marketing and Analytics.

Skills

B2B growth

digital sales leadership

ABM

lead generation

multichannel outreach

CRM analytics

sales automation

team leadership

data-driven decision making

Tools

HubSpot

Salesforce

CRM integrations

Job description

Description

At Xe, we live currencies. Founded in 1993, Xe is a global leader in currency exchange and international money transfers. What began as a simple currency converter has grown into a platform trusted by over 300 million people each year. We provide a comprehensive range of currency services and products, including our real-time exchange rates, Currency Converter, Market Analysis and Currency Data API, supporting 130+ currencies across 190+ countries with quick, easy, secure Money Transfers for individuals and businesses. We leverage technology to deliver these services through our website, mobile app, and by phone. Backed by Euronet, we process more than $115 billion in global payments annually. Xe is profitable, product-led, and focused on building reliable, user-first tools that make moving money across borders easier for everyone.

Our Principles

At Xe, we value people who take initiative, think big, and follow through. We’re curious by nature and not afraid to ask what if or try something new. Everyone’s voice matters here. We expect people to speak up, bring ideas, and take ownership of their work. We don’t micromanage. We trust each other to make good calls, take responsibility, and move fast when it counts. And we care about community. Not in a vague corporate way, but in the sense that we have each other’s backs, stay open to feedback, and build a culture of trust and real collaboration.

• Ambition We dream big, try things out, and always ask “why not?” and “what if?” We’re ambitious in our thinking and our delivery.
• Responsibility. We get involved, bring our perspective, and are always open to new ideas. We take personal responsibility.
• Community. We value a sense of belonging, trusting each other, and encouraging authenticity. We contribute to our community.

The Role

In this role, you’ll be responsible for building and scaling Xe’s SMB acquisition and lifecycle engine. Combining Account-Based Marketing (ABM), digital sales leadership, funnel optimization, and modern go‑to‑market (GTM) technologies, you will drive scalable customer acquisition, activation, retention, and revenue growth. This is a strategic yet hands‑on leadership role, ideal for a commercially driven growth leader who thrives on building scalable acquisition systems, leveraging data and automation, and translating innovative GTM strategies into measurable business results.

• Owning the full SMB customer lifecycle — from inbound lead generation and qualification to activation, retention, and upsell.
• Managing a digital sales team (1 BDM and 2 SDRs).
• Using smart sales tech, intent data, and personalization at scale to improve efficiency and revenue growth.

Growth, Funnel Optimization & ABM

• Lead the SMB digital growth strategy, focusing on Account-Based Marketing (ABM) and high‑intent inbound sales.
• Design and optimize inbound lead flows — from content and paid campaigns to qualification and activation.
• Build and execute personalized outbound and inbound workflows using modern GTM
  tools (e.g., Instantly.ai, Clay, RB2B, Vector, HeyReach.io, Findymail, Trigify.io, ChatGPT).
• Develop ABM campaigns that integrate ads, website intent data, and outbound engagement to improve relevance and timing precision.
• Own the SMB funnel from lead to first transaction — optimizing conversion, activation, and LTV through testing and experimentation.
• Partner with Marketing and Product teams to enhance onboarding UX and reduce friction for new SMB customers.

Strategy & Execution

• Define and track SMB KPIs: acquisition, activation, ARPU, churn, NPS, and inbound/outbound ROI.
• Align tightly with marketing to ensure lead quality, content alignment, and campaign targeting.
• Collaborate with analytics to identify performance levers and test new acquisition hypotheses.
• Feed SMB insights into the product and growth roadmap to influence future innovation.
• Foster a culture of experimentation, learning, and customer‑centric growth.

Digital Sales Leadership

• Manage the SMB digital sales team (BDM + SDRs) and align them around a hybrid inbound + account‑based outbound model.
• Implement smart outbound systems using signals, lead scoring, and automation to prioritize outreach.
• Build scalable playbooks for lead nurturing, personalization, and cross‑channel engagement.
• Create repeatable, measurable sales workflows that balance automation and human connection.

What You’ll Bring

• You have 5–8+ years of experience in B2B growth, digital sales, demand generation, revenue growth, or go‑to‑market roles, preferably within fintech, SaaS, financial services, or other digitally driven B2B environments.
• You also have 2+ years of people management experience, including direct leadership of SDRs, BDRs, BDMs, or digital sales teams, with demonstrated success in coaching, performance management, and revenue delivery.
• You bring a proven track record of scaling B2B inbound lead generation and optimizing sales funnels to improve lead qualification, conversion, customer activation, and revenue growth.
• You have proven experience developing and executing Account‑Based Marketing (ABM) and targeted outbound sales strategies, leveraging customer segmentation, intent data, personalized outreach, and multichannel engagement to generate qualified pipeline.
• Demonstrated ability to build, manage, and optimize B2B acquisition funnels, from lead generation and qualification through conversion, activation, and revenue generation.
• Hands‑on experience with modern GTM technology, sales automation, and prospecting tools, such as Clay, Instantly.ai, RB2B, HeyReach, Apollo, or comparable platforms.
• Strong analytical capabilities, including experience measuring and improving conversion rates, customer acquisition cost (CAC), customer lifetime value (LTV), activation, retention, and campaign ROI.
• Experience implementing lead scoring, automated workflows, CRM integrations, and personalized sales engagement sequences to improve sales productivity and conversion.
• Strong leadership experience managing cross‑functional sales or growth teams. Proven ability to partner cross‑functionally with Marketing, Product, Sales, and Analytics teams to execute growth initiatives and improve customer experiences.
• Excellent communicator who thrives in fast‑paced, collaborative environments. Strong commercial acumen, with the ability to translate customer insights and performance data into measurable revenue growth.
• Entrepreneurial, curious, and motivated by measurable impact. A hands‑on, entrepreneurial mindset, with demonstrated success testing new growth strategies, building scalable processes, and operating in fast‑paced environments.

Preferred

• Background in fintech, payments, FX or cross‑border money movement.
• Experience with CRM and marketing automation platforms (e.g., HubSpot, Salesforce).
• Experience building sales playbooks and scaling an inbound plus outbound hybrid model.
• Familiarity with product‑led growth or improving digital onboarding flows.

Why Xe

• Global brand with 100M+ monthly users and a fast‑growing B2B business.
• Opportunity to build a cutting‑edge inbound and ABM engine from the ground up.
• Collaborative, innovative, and customer‑first culture.

Perks & Benefits(US

• Inclusive, mission‑driven workplace culture.
• Competitive salary and incentive.
• 3 weeks paid vacation+ personal days + sick time + holidays.
• Health, dental, vision and life insurance.
• 401(k) retirement plan with company match.
• Employee Stock Purchase Plan.
• Global Language Program offering language learning opportunities.
• Wellness initiatives supporting physical, mental, and financial well‑being.
• Learning, development, and tuition assistance programs.
• A chance to grow your career in a mission‑driven global company.

Why Join Us?

You’ll be part of a fast‑moving team where your contributions directly impact growth. We invest in our people with tools, mentorship, and opportunities to level up fast‑whether that’s moving into closing roles or leadership paths. You’ll also play a key role in shaping how we go to market in the competitive payments space, using real insights and industry benchmarks to stay ahead of the curve.

Xe offers a competitive salary and benefits package. Actual compensation is based upon factors such as the candidate’s skills, qualifications, and experience. In addition, Xe offers a wide range of best‑in‑class, comprehensive and inclusive employee benefits for this role, including healthcare, dental and vision benefits, retirement plan, paid vacation/sick leave and more.

Xe values diversity and is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We provide equal opportunities to all employees and applicants, regardless of race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. At Xe, we are committed to making our recruitment practices barrier‑free and as accessible as possible for everyone. This includes adjustments or changes for disabled people, neurodiverse people or people with long‑term health conditions. If you would like us to do anything differently during the application, interview or assessment process, including providing information in an alternative format, please contact us at [e-mail]. The position responsibilities outlined above are intended to define the general scope and requirements for performing this job. It is not to be taken as a complete statement of responsibilities or requirements. This job description does not restrict the Company’s right to assign or reassign duties and responsibilities to this job as needed. #LI-Remote