Sales Manager, SME & Growth

Airwallex; San Francisco (CA); Hybrid; USD 280,000 - 340,000; Full time

Benefits offered by this job

Equity

Commission

20 paid vacation days

12 paid holidays

Medical, dental, and vision insurance

Job summary

Airwallex is seeking a Manager for Sales in San Francisco to lead a team of Account Executives focused on closing deals within SMB segments. You will be responsible for revenue growth, pipeline health, and deal quality.

Candidates should have at least 6 years of B2B sales experience, excellent communication skills, and the ability to manage multi-stakeholder environments. This role offers a hybrid work arrangement and equity compensation.

Qualifications

• Minimum of 6 years of experience in B2B sales, with experience managing/coaching Account Executives.
• Proven track record closing deals and managing complex SMB pipelines end-to-end.
• Comfortable managing multi-stakeholder deal cycles.

Responsibilities

• Lead, coach, and develop a team of full-cycle Account Executives.
• Drive best-in-class pipeline management practices.
• Coach AEs on prioritizing leads and opportunities effectively.

Skills

B2B sales experience

Coaching Account Executives

Negotiation skills

Pipeline management

Communication skills

Job description

Location

US - San Francisco

Employment Type

Full time

Location Type

Hybrid

Department

SME & Growth Business Sales, SME & Growth

Compensation

• Estimated OTE $280K – $340K • Offers Equity • Offers Commission

Airwallex promotes fair compensation practices in accordance with applicable federal, state, and local law.

These expected base pay ranges are based on information at the time this post was generated and represent the company’s good faith minimum and maximum ranges for this role at the time of posting.

The actual compensation offered to a candidate will be dependent upon multiple factors, including but not limited to relevant experience, skills and other qualifications, geographic location as noted, internal equity, and other external market factors.

Certain roles may be eligible for other compensation including, but not limited to, annual bonuses, commissions, RSUs, or other forms of compensation in addition to the established salary range.

Benefits may vary depending on the nature of employment and work location. US-based employees are eligible to participate in medical, dental, and vision insurance, a 401(k) plan, short-term and long-term disability, basic life insurance, and well-being benefits. US-based employees also receive 20 paid days of vacation and 12 paid days of company holidays in a calendar year.

Further details about our compensation and benefits package are available upon request by contacting our Talent Acquisition team.

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.

You will be accountable for revenue, pipeline health, deal quality, and execution velocity. This role requires a hands‑on sales leader who can coach AEs on discovery, deal strategy, and closing, while also building the processes, metrics, and operating cadence needed to scale a high‑performing SMB sales motion.

If you are a data‑driven leader who thrives on intensity, accountability, and continuous improvement and developing strong closers. This role offers the opportunity to shape one of Airwallex’s most important growth engines.

This role is based in San Francisco.

Responsibilities

• Lead, coach, and develop a team of full-cycle Account Executives, with a strong focus 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

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

• Minimum of 6 years of experience in B2B sales, with experience managing/coaching Account Executives
• 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
• Experience 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

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.