Senior Sales Manager, Mid-Market

ABOUT AIRWALLEX Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own. We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific. We're co-headquartered in San Francisco and Singapore, with more than 2,300 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles https://www.airwallex.com/en-us/operating-principles to see it in full.   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 you'll 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 We're 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. 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.