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Head of Sales, SME, US

Airwallex· SME & Growth Business
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Hybrid (US - New York), Hybrid (US - San Francisco)$260k - $280kFull-timePosted 5mo ago

About the role

Senior leadership role responsible for building and leading a high-growth US SME sales engine, owning new business, expansion, and GTM partnerships across multiple verticals, and scaling a top-tier sales organization with a strong focus on product–market fit and customer engagement.

Responsibilities

  • Own new business revenue, expansion, and retention targets across the US.
  • Lead and scale AEs and sales managers to drive high-quality pipeline and consistent new customer acquisition.
  • Design and implement the sales operating model across segments, territories, and verticals (including eCommerce, software/tech, trading, import/export, and manufacturing).
  • Establish and continuously improve sales processes and methodologies – from discovery, qualification, and value articulation through to negotiation and closing.
  • Build the recruiting framework for sales: define profiles, interview loops, and assessment criteria; partner with Talent Acquisition to hire and onboard top-tier sales and AM leaders and ICs.
  • Implement best practices in forecasting, pipeline hygiene, territory planning, and quota setting, in close partnership with RevOps and Finance.
  • Personally lead executive-level discovery, solutioning, and deal execution with strategic prospects and customers.
  • Act as a trusted advisor to C-level and VP-level stakeholders across target industries, bringing understanding of payments, FX, and financial operations.
  • Champion Airwallex in the market through customer meetings, events, and partner engagements.
  • Be a culture-builder who sets a high-energy, high-ownership tone for the US sales organization.
  • Coach and develop managers and ICs through structured 1:1s, deal reviews, and regular training on discovery, objection handling, and closing.
  • Instill a learning and experimentation mindset with continuous testing and knowledge sharing.
  • Partner with Product, Marketing, and Risk to identify and validate product–market fit in new verticals and segments.
  • Bring market, customer, and competitive insights into product roadmaps and GTM strategy.
  • Define and refine ideal customer profiles, use cases, and value propositions across target verticals.

Qualifications

  • Proven sales leader with significant experience leading high-growth B2B sales organizations, ideally in payments, fintech, or software/technology, with ownership of new business and expansion targets.
  • Builder of teams and culture who has built or scaled sales teams from the ground up and can create a high-performance, high-trust culture.
  • Process and systems thinker with a disciplined approach to sales operations, including forecasting, pipeline management, and tools.
  • Exceptional coach and communicator, able to attract talent, set clear expectations, and coach for advancement.
  • Customer-obsessed and commercially sharp, capable of structuring win-win deals and deep customer engagement.
  • Curious, high-horsepower operator who thrives in ambiguity, pace, and high expectations.
  • Vertical experience in eCommerce, software/SaaS, trading, import/export, or manufacturing is a strong plus.

Skills

Required:New business developmentSales leadershipSales operations

Benefits

  • Airwallex compensation package including base salary, equity, and bonus opportunities.
  • Benefits vary by country; US employees eligible for medical, dental, and vision insurance, 401(k), disability, life insurance, and well-being benefits.
  • At least 20 paid vacation days and 12 paid holidays in a calendar year (US region example).
Last updated Oct 7, 2026. Interested? Apply on the company site.
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About Airwallex

Trusted Global Payments & Financial Platform

Grow your business faster with Airwallex - global business accounts, high speed transfers, multi-currency cards, online payments, embedded finance, and more.

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