Senior Sales Manager, Mid-Market

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 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.

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 youll do

As Senior Sales Manager SME and Growth you will lead coach and develop a team of 10 Account Executives serving SME and mid-market customers in the UK. You will own team-level commercial performance improve sales execution and build a predictable data-driven revenue engine through disciplined pipeline management forecasting and deal coaching. This is a hands-on player-coach role where you will support complex opportunities develop Account Executive capability strengthen outbound motions with Sales Development and Marketing and help shape the UK go-to-market strategy. You will work closely with Product Account Management Revenue Strategy & Operations GTM Partnerships and other regional stakeholders to turn customer and market insight into growth. This role is based in London.

Responsibilities:

• Lead coach and develop a high-performing team of 10 Account Executives serving SME and mid-market customers setting clear expectations for customer engagement pipeline quality sales execution and revenue delivery.

• Run a consistent sales operating rhythm through regular one-to-ones call coaching deal strategy sessions live opportunity reviews pipeline reviews forecast reviews and quarterly business reviews.

• Embed MEDDPICC SPICED Challenger or an equivalent sales methodology across the team driving rigorous qualification multi-threading persona-based messaging clear next steps and close planning.

• Support strategic and complex opportunities by joining customer meetings coaching negotiation and objection handling engaging senior stakeholders and preserving clear Account Executive ownership throughout the sales cycle.

• Build and improve outbound sales motions with Sales Development and Marketing by refining target segments account coverage messaging outreach cadences and reporting.

• Maintain high standards of CRM hygiene data quality and forecasting discipline using pipeline coverage stage conversion win rate deal velocity and forecast accuracy to identify risks and prioritise action.

Who you are

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

Minimum qualifications:

• At least 6 years of B2B sales experience including significant experience as a closing Account Executive selling to SME SMB or mid-market customers and at least 2 years of frontline sales leadership experience managing mentoring or coaching Account Executives in a quota-carrying sales environment.

• A proven track record of meeting or exceeding individual and team sales targets with experience owning or contributing to a team quota.

• Experience managing complex multi-stakeholder sales cycles from qualification through close including discovery value selling negotiation objection handling and close planning.

• Strong practical knowledge of MEDDPICC MEDDIC SPICED Challenger or an equivalent sales methodology with the ability to train inspect and reinforce its use across a team.

• Strong commercial judgement including experience managing pipeline inspecting opportunities forecasting accurately and maintaining disciplined CRM standards.

• Demonstrated ability to coach develop and performance-manage Account Executives including providing clear feedback and addressing under-performance fairly and effectively.

• Experience in high-growth technology fintech payments or financial services together with excellent written and verbal communication skills in English.

Preferred qualifications:

• Experience selling multi-product fintech or payments solutions such as payments foreign exchange business accounts cards or spend management to founders CFOs Finance Operations or business-owner stakeholders.

• Experience building or scaling a sales team market outbound motion or go-to-market strategy in the UK EMEA or another developing market.

• Experience implementing sales methodologies across a team including creating enablement materials inspection frameworks coaching routines and performance measures.

• Familiarity with Salesforce and modern sales tools such as Gong Chorus Outreach Salesloft or AI-enabled sales platforms together with an interest in using data and technology to improve sales productivity.

• Understanding of payments KYC AML risk compliance or other regulated financial-services workflows or experience representing a company at market events and managing C-level customer relationships.

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