Account Executive Team Manager, SME & Growth

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 250000 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 2300 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 youre ready to do the most ambitious work of your career join us.

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 youre 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.

Youre humble and collaborative; turn zerotoone ideas into real products and you get stuff done end-to-end. You use AI to work smarter and solve problems faster. Here youll tackle complex highvisibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you lets build whats next.

The SME & Growth team at Airwallex partners with ambitious SMB and midmarket businesses that operate across borders. We help them get paid hold and convert funds pay suppliers and issue cards globally all from a single financial platform.

In DACH we are in build mode: a lean highcalibre commercial team with strong backing a large greenfield market and high expectations. Youll join experienced sellers who care about sales excellence product depth and disciplined execution.

Reporting into the Head of Sales SME & Growth DACH we are looking for a handson Sales Manager to lead coach and scale a team of Account Executives focused on SMB customers (typically 201000 employees with average deal size 2k MRR).

This is a playercoach role. You will:

• Own a team quota and be accountable for revenue performance

• Carry your own sales quota on a small number of opportunities

• Be deeply involved in live deals especially complex or strategic ones.

• Help design and implement the sales operating system for DACH: methodology cadence pipeline standards and hiring.

You will be a key operational partner to the Head of Sales and a core contributor to building our DACH gotomarket from an early stage.

The role is based in Paris in a hybrid working model minimum 3 days per week in the office.

• Lead coach and manage a highperforming team of 48 Account Executives serving SMB / midmarket customers.

• Run a highquality sales operating rhythm:

  • Weekly pipeline and forecast reviews.

  • Regular deal strategy sessions and call reviews.

  • Team enablement on discovery negotiation MEDDPICC and closing.

• Stay close to the field:

  • Join customer meetings and calls.

  • Directly support and coown strategic and complex deals with your AEs.

• Drive sales methodology and funnel discipline:

  • Embed MEDDPICC and SPICED as the standard way of running opportunities.

  • Ensure consistent ICP / personabased qualification and messaging across the team.

  • Maintain high standards of CRM hygiene and data quality.

• Build and scale the team:

  • Attract hire and onboard Aplayers in partnership with Talent Acquisition.

  • Provide clear expectations feedback and development paths for each AE.

• Shape our GTM strategy in DACH:

  • Contribute to our value propositions pitches and vertical narratives.

  • Partner with Marketing SDRs and Partnerships on outbound motions and campaigns.

• Own performance and reporting:

  • Be accountable for quota attainment pipeline coverage and conversion.

  • Provide regular datadriven updates to the Head of Sales on risks opportunities and resourcing needs.

• A coach and builder you genuinely enjoy making people better and building the systems that make a team win.

• Highly structured and analytical you can move from problem (win rate is down) to root cause and clear action plan.

• Handson and lowego you are happy to jump on calls review sequences build a deck or help close a deal with your AEs.

• Comfortable with ambiguity and 01 you like working where there is no fixed playbook and youre excited to help write it.

• Datadriven you use numbers and facts to prioritise coach and decide not just gut feeling.

• Resilient and hardworking you like high expectations high pace and you dont shy away from doing the work.

• 6 years of B2B sales experience including 3 years as a closing Account Executive on SMB / midmarket segments.

• 2 years in a frontline sales leadership / team lead role managing AEs and carrying a team quota.

• Experience in highgrowth tech or fintech ideally with:

  • Payments FX cards accounts or spend management products.

• Demonstrated experience launching or scaling a new market region or business line

• Handson experience building outbound sales motions with SDRs and Marketing

• Strong practical command of key Sales Methodology MEDDPICC/SPICED/Challenger

• Proven ability to coach develop and performancemanage Account Executives.

• Excellent verbal and written communication skills in German (native or nearnative) and English (professional).

To protect you from recruitment scams please be aware that Airwallex will not ask for bank details sensitive ID numbers (i.e. passport) or any form of payment during the application or interview process. All official communication will come from an @ email address. Please apply only through or our official LinkedIn page.

Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition regardless of any other provision to the contrary.

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 dont 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.

Required Experience:

Manager