(Senior) Manager, Sales, SME & Growth

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 250,000 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 2,300 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 you’re 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 you’re motivated by our mission and operating principles https://www.airwallex.com/us/operating-principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor. You're humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next.   About the team The SME & Growth team helps ambitious businesses start, scale and operate internationally. We work across acquisition, activation, retention and expansion to build a consistent, insight-led commercial engine for our customers. Our team operates in a fast-paced, highly collaborative environment, partnering closely with Sales, Account Management, Customer Success, Marketing, Operations and Product. You will have the opportunity to take ownership early, solve complex commercial problems and grow your scope as the Vietnam business scales. What you'll do We are looking for a hands-on Sales Manager to lead and develop our sales representative team while strengthening commercial execution across the SME customer lifecycle. You will combine people leadership, sales management, commercial operations and performance analytics to improve funnel conversion, customer outcomes and revenue performance. You will work across the full funnel, from lead generation and qualification through conversion, onboarding, retention and expansion. This is an Onsite role based in Hanoi or Ho Chi Minh City. Responsibilities: - Lead and develop sales teams through regular coaching, one-to-ones, performance reviews, capability building and practical feedback. - Establish clear team targets, operating rhythms, KPIs and performance management processes across different sales activities. - Support pipeline generation, lead qualification, opportunity progression, renewals, cross-sell and upsell initiatives across the SME customer lifecycle. - Improve funnel conversion and customer outcomes by partnering closely with Sales, Account Management, Customer Success, Marketing, Operations and Product. - Build scalable processes, playbooks and best practices for lead management, account coverage, customer engagement, handoffs and sales execution. - Use performance data and commercial insights to identify gaps, improve productivity and recommend corrective actions. - Own sales performance analytics across the full funnel, covering productivity, conversion, revenue contribution, forecasting, retention, expansion and customer health. - Provide regular reporting and business reviews on team performance, funnel health, customer activity and revenue outcomes. - Drive continuous improvement in CRM hygiene, forecasting accuracy, reporting quality, sales process adherence and pipeline management. - Develop a comprehensive performance measurement framework and translate insights into commercial strategy, resource allocation and growth initiatives. - Act as a hands-on leader who balances people management, operational execution and strategic problem-solving. - Build a high-performing, insight-led commercial organisation with clear accountability across the customer lifecycle. Minimum Requirements: - 5+ years in fintech, banking, payments, or e-commerce, paired with a Bachelor’s degree in Business, Finance, Engineering, or a related field. - Proven track record managing commercial teams (Sales, CS, AM, or RevOps), setting targets, and coaching for high performance. - Deep understanding of revenue drivers and the end-to-end customer funnel, from lead generation through retention and expansion. - Skilled in using CRMs (e.g., Salesforce) and reporting tools to optimize productivity, drive growth, and build frameworks from scratch. - Background in consulting or business ops with strong problem-solving skills to turn complex issues into actionable playbooks. - Exceptional stakeholder management and presentation skills, with a focus on thriving in fast-paced, high-growth environments. - Prior background in consulting, strategy, business operations, revenue operations or management consulting will be an added advantage. 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 http://airwallex.com email address. Please apply only through careers.airwallex.com http://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 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.