Sales Team Lead, Sales Development, SME & Growth

Навыки

• B2B-продажи
• Коммуникация
• CRM-системы
• Решения на данных
• Обучаемость
• Маркетинговая стратегия
• Ответственность за результат

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.

Задачи

• As the SDR Manager, you will own the strategy, execution, and performance of our SDR team, responsible for generating high-quality pipeline and developing the next generation of sales talent at Airwallex
• You will lead from the front - coaching, mentoring, and scaling a best-in-class outbound motion while working closely with Account Executives, Marketing, and RevOps to continuously improve how we identify, engage, and qualify our ideal customers
• If you are a customer-first leader, data-driven operator, and passionate people manager who thrives in fast-paced, high-growth environments, this role is your opportunity to make a significant impact on our business and our people
• This role is based in Shenzhen
• Build, lead, and scale a high-performing SDR team focused on new customer acquisition across SME & Growth segments
• Instill a culture of intensity and velocity within the SDR team, driving high-quality activity and disciplined execution to accelerate pipeline creation and revenue impact
• Empower your team to be tactical in hunting and refining Ideal Customer Profiles (ICPs), ensuring SDR efforts are focused on the highest-revenue and highest-conversion opportunities
• Leverage AI and automation tools to improve prospecting efficiency, account-level research, personalization, and overall SDR productivity
• Continuously improve SDR processes, workflows, and tooling so SDRs can prioritize high-impact, revenue-generating activities over low-value manual work
• Coach SDRs on messaging, discovery, objection handling, and qualification to continuously improve conversion rates
• Partner closely with AEs, Marketing, and RevOps to optimize lead flow, campaign execution, and handoff processes
• Establish clear performance metrics, dashboards, and reporting to track activity, pipeline, and outcomes
• Hire, onboard, and ramp new SDRs, creating clear career paths
• Maintain accurate pipeline and activity tracking in CRM, ensuring data integrity and forecasting accuracy

Требования

• Minimum of 4 years of experience in B2B sales, sales development, or go-to-market roles within SaaS, fintech or startup space
• Prior experience directly leading or player-coaching a small SDR team
• Strong commercial acumen to identify and iterate on ICP
• Proven ability to generate qualified pipeline through disciplined execution
• Hustler mentality: scrappy, persistent, comfortable operating in ambiguity and fast-changing environments
• Strong communication skills - clear, structured, and persuasive across written and verbal channels

Будет плюсом

• Experience scaling SDR teams in a high-growth fintech or startup environment
• Experience in payments or financial infrastructure (e.g. collections, payouts, FX, cross-border payments)
• Experience leveraging AI, automation, or enrichment tools to improve SDR productivity and account research
• Experience working cross functionally across Sales, Marketing, and RevOps
• 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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