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Head of SME & Growth, Malaysia

Airwallex· SME & Growth Business
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MY - Kuala LumpurFull-timePosted 2mo ago

About the role

Lead the Malaysia SME & Growth sales organization with a focus on Channel Partnership Managers (CPMs) and Inbound Sales Representatives (ISRs). Own go-to-market strategy across inbound, outbound and partnerships, and drive new business and gross profit targets. Design and scale an integrated CPM and ISR operating model to convert partner referrals and inbound demand into activated customers.

Responsibilities

  • Build and lead the Malaysia SME & Growth sales organisation, including hiring, coaching, performance management and career development for CPM and ISR teams.
  • Design and scale the CPM and ISR pod model, with clear ownership rules, service-level agreements, lead-routing processes and handovers into Mid-book and Account Management teams.
  • Own Malaysia new business and gross profit targets for SME & Growth, setting pipeline and activity targets while driving disciplined sales hygiene, forecasting and performance reviews across inbound, outbound and partnership motions.
  • Develop and execute a channel partnerships strategy for Malaysia by identifying, acquiring and growing high-potential partners, including corporate secretaries, accounting and consulting firms, digital platforms and other ecosystem partners.
  • Partner with Marketing and GTM Partnerships on campaigns, events and partner-led plays that generate inbound demand and referrals, and ensure strong lead routing, conversion and reporting across CPM and ISR teams.
  • Work with Product, Payments, Operations and regional leadership to enable the sales organisation on Airwallex’s product stack, strengthen CRM and data quality, embed AI-enabled sales tools, and bring local market insight into regional planning and SEA expansion.

Qualifications

  • 10+ years of experience in sales and business development in high-growth environments, including end-to-end ownership of complex B2B deals.
  • 5+ years of experience leading sales teams or sales managers, ideally across inside or inbound sales and channel or partnership motions.
  • A proven track record of building and leading high-performing sales teams and commercial motions that consistently meet or exceed revenue and gross profit targets, with experience designing lead-routing, handover and shared-KPI models across CPM, ISR, AE and AM teams.
  • Strong knowledge of payments and financial technology, with familiarity with Payment Service Provider (PSP) and merchant acquiring models, and the ability to translate complex products into clear customer value for SMEs and platforms.
  • Experience running a data-driven sales organisation through CRM and commercial tools such as Salesforce, including pipeline management, forecasting, territory management and performance tracking, as well as experience using or piloting AI-enabled sales and productivity tools.
  • Excellent communication and stakeholder management skills, fluency in English, and strong knowledge of the Malaysian business environment, with the confidence to engage local SMEs, partners and, where needed, regulators.

Skills

Required:Sales leadershipChannel partnershipsCRM and data-driven sales

Benefits

  • (Not explicitly listed in the provided description)
Last updated Oct 7, 2026. Interested? Apply on the company site.
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