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Account Executive Team Manager, SME & Growth

Airwallex· SME & Growth Business
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DE - BerlinFull-timePosted 2mo ago

About the role

Sales leadership role based in Berlin, leading a team of Account Executives focused on SMB to mid‑market customers in the DACH region. Hands‑on player‑coach role responsible for revenue, sales processes, and go‑to‑market strategy in a hybrid Berlin office.

Responsibilities

  • 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
  • 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, ensure ICP/persona qualification and messaging, maintain CRM hygiene
  • Build and scale the team: Attract, hire and onboard A‑players with Talent Acquisition, provide development paths
  • Shape our GTM strategy in DACH: Contribute to value propositions, pitches and vertical narratives, partner with Marketing, SDRs and Partnerships on outbound motions
  • Own performance and reporting: Accountable for quota attainment, pipeline coverage and conversion, provide regular data‑driven updates to Head of Sales on risks and opportunities

Qualifications

  • 6+ years of B2B sales experience, including 3+ years as a closing Account Executive on SMB / mid‑market segments
  • 2+ years in 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 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)

Skills

Required:Leadership and team managementMEDDPICC and SPICEDDeal coaching and closing
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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