Account Executive Team Manager, SME & Growth

Навыки

• After Effects
• B2B-продажи
• Коммуникация
• CRM-системы
• Решения на данных
• Data Quality
• GMV / MRR

О компании и продукте

• 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.
• 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.
• The SME & Growth team at Airwallex partners with ambitious SMB and mid‑market businesses that operate across borders. We help them get paid, hold and convert funds, pay suppliers and issue cards globally – all from a single financial platform.

Задачи

• Own a team quota and be accountable for revenue performance
• Carry your own sales quota on a small number of opportunities
• Be deeply involved in live deals – especially complex or strategic ones
• Help design and implement the sales operating system for DACH: methodology, cadence, pipeline standards and hiring
• You will be a key operational partner to the Head of Sales and a core contributor to building our DACH go‑to‑market from an early stage
• The role is based in Paris, in a hybrid working model, minimum 3 days per week in the office
• Lead, coach and manage a high‑performing team of 4–8 Account Executives serving SMB / mid‑market customers
• Run a high‑quality sales operating rhythm
• Weekly pipeline and forecast reviews
• Regular deal strategy sessions and call reviews
• Team enablement on discovery, negotiation, MEDDPICC and closing
• Stay close to the field
• Join customer meetings and calls
• Directly support and co‑own strategic and complex deals with your AEs
• Drive sales methodology and funnel discipline
• Embed MEDDPICC and SPICED as the standard way of running opportunities
• Ensure consistent ICP / persona‑based qualification and messaging across the team
• Maintain high standards of CRM hygiene and data quality
• Build and scale the team
• Attract, hire and onboard A‑players, in partnership with Talent Acquisition
• Provide clear expectations, feedback and development paths for each AE
• Shape our GTM strategy in DACH
• Contribute to our value propositions, pitches and vertical narratives
• Partner with Marketing, SDRs and Partnerships on outbound motions and campaigns
• Own performance and reporting

Требования

• 6+ years of B2B sales experience, including 3+ years as a closing Account Executive on SMB / mid‑market segments
• 2+ years in a front‑line sales leadership / team lead role, managing AEs and carrying a team quota
• Experience in high‑growth tech or fintech, ideally with
• Payments, FX, cards, accounts, or spend management products
• Demonstrated experience launching or scaling a new market, region or business line
• Hands‑on experience building outbound sales motions with SDRs and Marketing
• Strong, practical command of key Sales Methodology MEDDPICC/SPICED/Challenger
• Proven ability to coach, develop and performance‑manage Account Executives
• Excellent verbal and written communication skills in German (native or near‑native) and English (professional)
• 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
• 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

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