Manager, Sales Development, SME & Growth

Airwallex; Austin (TX); On-site; USD 110,000 - 160,000; Full time

Job summary

Airwallex is seeking a Manager, Sales Development to lead a highly visible SDR/AE leadership team in the SME to Growth segments. You will develop and qualify revenue opportunities within your territory, guiding strategic research and targeted outreach to fuel the sales pipeline.

The role can be based in New York, San Francisco, or Austin, and requires hands-on coaching, process optimization, and close collaboration with Account Executives to optimize handoffs and drive quota attainment.

Qualifications

• 5+ years in high-performance SDR/AE roles with 2+ years in leadership.
• Proven ability to hire, train and develop top sales talent.
• Strong understanding of B2B outbound prospecting and pipeline development.
• Familiarity with AI-powered sales engagement tools and CRM automation.
• Excellent collaboration and stakeholder management skills.

Responsibilities

• Hire, coach, and develop a world-class SDR team responsible for US pipeline generation.
• Own SDR performance management and ensure targets (SQLs, SALs, pipeline contribution) are met.
• Develop best-in-class handoff processes for SDR-led leads to AEs.
• Provide structured training on market nuances, qualification criteria, and client engagement practices.
• Establish a quality control framework with call reviews and messaging audits.

Skills

SDR/AE leadership

Hiring & coaching

B2B outbound prospecting

AI-powered sales tools

Collaboration & stakeholder mgmt

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 Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium‑sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross‑border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers.

What you’ll do

Airwallex is looking for a Manager, Sales Development to lead a highly visible and motivated team that achieves individual, team and organisational quotas. Your team is responsible for developing and qualifying revenue opportunities within their assigned territory for SME to Growth sized opportunities. Your team will generate new business opportunities to fuel the sales pipeline by conducting strategic research and cold calling. You'll be a valuable contributor to the Airwallex Sales leadership team shaping strategy at an early stage, be deeply involved in building our sales machine into a large, successful, scaled, revenue‑generating function.

This role will be based in New York, San Francisco, or Austin.

Responsibilities:

• Hire, coach, and develop a world‑class team of SDRs responsible for US pipeline generation.

• Own SDR performance management, ensuring the team meets or exceeds key sales metrics (SQLs, SALs, pipeline contribution).

• Develop best‑in‑class handoff processes to ensure SDR‑generated leads are properly nurtured and converted by Account Executives (AEs).

• Ensure SDRs receive structured training on regional market nuances, qualification criteria, and customer engagement best practices.

• Establish a quality control framework, including SDR call reviews, outreach messaging audits, and structured feedback loops.

Who you are

We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory.

Minimum qualifications:

• 5+ years of experience in high‑performance SDR/AE roles, including 2+ years in a leadership capacity managing SDR teams.

• Proven ability to hire, train, and develop top‑tier sales talent.

• Strong understanding of B2B outbound prospecting, pipeline development, and SDR‑to‑AE handoff best practices.

• Familiarity with AI‑powered sales engagement tools, CRM workflows, and automation strategies.

• Highly collaborative, with excellent communication and stakeholder management skills.

Preferred qualifications:

• Experience or understanding of fintech/payment industry is a plus!

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.