Airwallex - Manager, Sales Development, SME & Growth
Requirements
• 4+ years of B2B sales experience, including meaningful experience managing or leading SDR/BDR teams. • Experience running outbound motions across SMB and Mid-Market accounts. • Strong personal cold-calling and multi-channel prospecting experience. • A track record of coaching reps and improving individual and team performance. • Experience building or standardising territories, sequences, qualification processes or sales playbooks. • Confidence discussing activity volume, meetings, pipeline, conversion and win rate. • Experience in a high-volume but non-transactional environment, ideally in SaaS, fintech, payments, banking, FX, ERP, procurement or spend management. • Strong communication and stakeholder-management skills, with the ability to work with SDRs, AEs, Sales Managers, Marketing and RevOps. • Fluent French and professional English. • A hands-on, data-driven and high-ownership approach to management. • What success looks like • You build two well-coached, consistently executing SDR teams that generate meaningful outbound impact for both Payment Acceptance and Spend. • At least 60% of pipeline is sourced from SDR activity. • Outbound volume is consistent, while meeting quality and relevance improve. • No-shows are actively managed and meeting-to-opportunity conversion improves. • SDR-sourced pipeline has clear AE acceptance, follow-up and win-rate visibility. • Reps receive regular coaching, product training and clear development plans. • Territories, sequences, qualification standards and playbooks are documented and adopted. • Sales Managers and SDRs operate with a shared view of ICP, quality and performance.
Responsibilities
• Lead, coach and develop the Payment Acceptance and Spend SDR teams across SMB and Mid-Market. • Build effective territories, account lists, sequences and outbound plays by segment, persona and use case. • Establish clear standards for activity, qualification, meeting preparation, follow-up and handover. • Run regular 1:1s, call reviews, role plays, team training and individual development plans. • Track cold calls, conversations, meetings, no-shows, opportunities, pipeline, conversion and win rate; turn insights into practical coaching and process improvements. • Create and maintain simple playbooks covering outbound execution, product knowledge, qualification and competitive messaging. • Partner closely with Sales Managers and AEs on ICP, account ownership, meeting quality and pipeline feedback. • Work with Marketing, RevOps and Enablement to improve data, messaging, tooling, routing and training. • Regularly join call blocks and demonstrate strong cold calling, objection handling and follow-up.
Benefits
• You will have direct ownership of a strategic French growth engine and the opportunity to shape how outbound is built across Payment Acceptance and Spend. • You will work with an ambitious international team across Sales, Marketing, RevOps, Product and Enablement, with the autonomy to test ideas, learn quickly and create visible impact. • Commercial role focused on the strategic French market. • Hybrid role: minimum three days per week in our Paris office. • Competitive salary, commission and equity. • Clear opportunity to develop teams, playbooks and the French sales organisation. • 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 @airwallex.com email address. Please apply only through careers.airwallex.com 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 • Equal opportunity
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