Head of Sales, SME, North America

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 200000 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 2000 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 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.

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 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 Role

Were hiring a Head of Sales SME North America to build and lead a worldclass highgrowth commercial engine across the region. You will own new business account expansion and GTM partnerships with a mandate to scale a highperforming sales organization and crack productmarket fit in new verticals including eCommerce software & technology trading import & export and manufacturing.

This is a handson leadership role for a highenergy commercially obsessed builder who loves being in the field with customers as much as they enjoy designing the systems processes and talent strategy behind a toptier sales organization.

Location: Based in New York with the ability to travel across North America and occasionally internationally as needed.

What Youll Do

Own the North America commercial engine

• Own new business revenue expansion and retention targets across North America.

• Lead and scale our frontbook sales teams (AEs and SDRs) to drive highquality pipeline and consistent new customer acquisition.

Build a worldclass sales organization

• Design and implement the sales operating model across segments territories and verticals (including eCommerce software/tech trading import/export and manufacturing).

• Establish and continuously improve sales processes and methodologies from discovery qualification and value articulation through to negotiation and closing.

• Build the recruiting framework for sales: define profiles interview loops and assessment criteria; partner with Talent Acquisition to hire and onboard toptier sales and AM leaders and ICs.

• Implement best practices in forecasting pipeline hygiene territory planning and quota setting in close partnership with RevOps and Finance.

Lead from the front with customers

• Personally lead executivelevel discovery solutioning and deal execution with strategic prospects and customers.

• Act as a trusted advisor to Clevel and VPlevel stakeholders across our target industries bringing a deep understanding of payments FX and financial operations.

• Champion Airwallex in the market through customer meetings events and partner engagements setting the bar for what great looks like in senior client interaction.

Coach develop and inspire the team

• Be a culturebuilder who sets a highenergy highownership tone for the North America sales organization.

• Coach and develop managers and ICs through structured 1:1s deal reviews and regular training on discovery objection handling and closing.

• Instill a learning and experimentation mindset continuously test new approaches share learnings and raise the bar on performance and craftsmanship.

Shape strategy and productmarket fit

• Partner closely with Product Marketing and Risk to identify and validate productmarket fit in new verticals and segments.

• Bring structured market customer and competitive insights back into product roadmaps and GTM strategy.

• Define and refine our ideal customer profiles use cases and value propositions across eCommerce software/tech trading import & export and manufacturing.

Who You Are

• Proven sales leader: You have significant experience leading highgrowth B2B sales organizations (ideally in payments fintech or software/technology) with clear ownership of new business and expansion targets.

• Builder of teams and culture: Youve built or scaled sales teams from the ground up including hiring onboarding and developing AEs SDRs and Account Managers and are known for creating a highperformance hightrust culture.

• Process and systems thinker: You bring a disciplined approach to sales operations from discovery frameworks and sales methodologies to forecasting pipeline management and tools.

• Exceptional coach and communicator: You are an inspirational leader who can attract talent set clear expectations and coach people to their next level; you communicate complex ideas simply and persuasively.

• Customerobsessed and commercially sharp: You love spending time with customers understanding their businesses deeply and structuring creative winwin deals that drive longterm value.

• Curious highhorsepower operator: You learn fast ask great questions and thrive in an environment with ambiguity pace and high expectations.

• Vertical experience (nice to have): Experience selling into eCommerce software/SaaS trading import & export or manufacturing is a strong plus.

Applicant Safety Policy: Fraud and Third-Party Recruiters

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.

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 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:

Director