Sales Development Representative, SME & Growth

Airwallex; United States; On-site; USD 60,000 - 86,000; Full time

Job summary

Airwallex is seeking a results-driven Sales Development Representative to generate and qualify opportunities in the Israeli market from our Tel Aviv team. You will engage senior decision-makers, run multi-channel outreach, and hand off qualified prospects to Account Executives to accelerate pipeline growth.

We seek a candidate with proven SDR performance, comfort with CRM tooling and AI-assisted workflows, and the ability to operate in a fast-paced, hybrid environment.

Qualifications

• Track record of top performance in a BDR/SDR or related commercial role.
• Experience prospecting, selling, or developing business in the Israeli market is strongly preferred.

Responsibilities

• Identify high-potential businesses, verticals and market opportunities in Israel and build targeted outbound strategies.
• Prospect and engage senior decision-makers through multiple channels to generate qualified pipeline.
• Collaborate with Account Executives on account strategy, handover and first-call preparation.
• Maintain CRM hygiene and support forecasting/reporting.

Skills

BDR/SDR experience

Israeli market experience

Cold outreach

CRM proficiency

Tools

CRM platforms

AI tools

Job description

About AirwallexAirwallex 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, 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.

Based out of our Tel Aviv office, this role focuses on generating and qualifying leads to build Airwallex's SME & Growth sales pipeline across the Israeli market. As a Sales Development Representative (SDR), you'll engage prospects to understand account needs, identify high‑value opportunities, and drive the earliest stages of the funnel before handing off to our Account Executives (AEs). You'll join the Israeli team and collaborate closely with peers across our European offices (London, Amsterdam, Paris, Vilnius) as we scale in the region. If you're hungry, smart, persistent, and a great teammate, we want to hear from you. With the commission structure for this role, there is significant upside tied to qualified pipeline and won opportunities.

We operate a hybrid model: we work from the office minimum 3 days per week.

What You'll Be Doing

• Identify high-potential businesses, verticals and market opportunities, and build targeted outbound strategies that generate qualified pipeline for Airwallex.
• Prospect and engage senior decision-makers through cold calling, email, LinkedIn and other channels, using structured multichannel outreach sequences.
• Run effective discovery and qualification to understand prospects' business models, pain points, financial needs and commercial potential, progressing qualified opportunities to AEs.
• Partner closely with AEs on account strategy, handover and first-call preparation to create a seamless prospect experience and maximize conversion.
• Maintain rigorous CRM hygiene (activities, contacts, qualification notes) and support forecasting/reporting.
• Continuously test and optimize messaging, cadences, targeting and channel mix based on data and conversion performance.
• Share field insights with Marketing to refine targeting, ICPs, and messaging.
• Help build and scale the SDR playbook in Israel, documenting what works and bringing new ideas to how we generate pipeline.

About You

• Commercially driven - you enjoy winning, are motivated by ambitious targets, and take ownership of your results.
• Resilient and proactive - you're comfortable with cold outreach, learn quickly from rejection, and keep looking for new ways to create opportunities.
• Customer-curious - you want to understand how businesses operate, where their pain points are, and how Airwallex can create meaningful value.
• Excellent communicator - you can engage senior stakeholders confidently and communicate clearly across calls, emails and social channels.
• Data and process-driven - you use data to prioritize, measure performance and continuously improve how you work.
• Tech-savvy - you're comfortable using modern sales tools, CRM platforms and AI to research, prospect and work more effectively.
• Highly organized - you can manage a large number of accounts and activities without sacrificing quality or follow-through.
• Collaborative - you work closely with AEs and other teams, share what you learn and contribute to the success of the wider team.
• Naturally curious - you ask good questions, challenge assumptions and want to understand the "why" behind a business.

What You'll Bring

• Track record of top performance in a BDR/SDR or related commercial role.
• Experience prospecting, selling, or developing business in the Israeli market is strongly preferred, wit