Manager, Sales Development, 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 . 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.

The SME & Growth sales team helps international businesses manage global financial flows, control spend and replace fragmented banking, card, expense and accounts-payable tools. As Sales Development Manager, you will lead two outbound SDR teams covering Payment Acceptance and Spend across French SMB and Mid-Market accounts. You will build the operating rhythm, coaching culture and processes that make the teams more productive and create higher-quality pipeline. This is a highly hands-on role. You will work directly with reps on territories, account lists, sequences, messaging, call reviews, role plays and product training. You will also make outbound calls yourself to lead by example and stay close to what works in a competitive French market. The team’s target is for at least 60% of pipeline to be sourced from SDR activity. You will own both sides of this ambition: creating enough outbound volume while improving quality through meeting attendance, follow-up, AE acceptance, conversion and win-rate visibility on SDR-sourced deals. What you’ll do 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. What you’ll bring 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