Manager, Sales, SME & Growth

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 200,000 businesses worldwide – including Brex, Rippling, 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 2,200 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 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. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor.

You're humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next.

The SME & Growth Business team at Airwallex is a passionate team dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers.

This is a unique opportunity to lead market entry for Indonesia as an experienced sales leader to drive the future growth of Airwallex. You will have a chance to build and lead a high-performing sales team that can help us establish product-market fit in each new market we are planning to enter. Your insights will be instrumental in driving our go-to-market strategy and establishing Airwallex as a key player in this market.

In this role, you will need to roll up your sleeves and actively sell, whether to individual customers or through channels, ensuring that we generate gross profit (GP). You must possess 200% craftsmanship, as this is a new venture where we expect things to be broken or absent; your excitement for 0 to 1 journeys will be crucial. Additionally, you will need to act with very high operating intensity. As we enter each new market as a challenger, it will require significant effort to build and scale our operations effectively.

You will play a critical part in expanding our market presence by collaborating with key functions such as product, revenue operations, sales enablement, strategy, and marketing. This role will be pivotal in Airwallex building a successful, scaled, revenue-generating function in Southeast and South Asia.

Responsibilities:

• Target strategic business opportunities for Airwallex, identifying pain points and providing solutions for our customers.

• Build and coach a go-to-market team on sales methodologies, strategies, and sales effectiveness.

• Develop and execute our sales and go-to-market strategy, defining our value proposition and adapt based on insights discovered.

• Manage multiple priorities and projects, diving into the details in a wide variety of tasks - from recruiting to performance and sales analysis.

• Work with the Strategy & Operations team to design and implement effective compensation plans, territory plans, team structures, and operational models to drive productivity and success for the team.

• Implement sales frameworks and methodologies to improve team performance

• Provide hands-on support in closing strategic and complex deals.

• Present Airwallex’s value proposition to potential clients, demonstrating how our solutions can address their specific needs.

• Collaborate with the marketing team to create targeted campaigns that resonate with the SME audience.

• Provide feedback to product and engineering teams based on client interactions to enhance our offerings.

• Monitor sales metrics and prepare regular reports on sales performance and market trends.

• Build and maintain strong relationships with key stakeholders and partners in the SME ecosystem.

• Represent Airwallex at industry events and networking functions.

We're looking for people who meet the minimum qualifications for this role. The preferred qualifications are great to have, but are not mandatory.

Minimum qualifications:

• 7+ years of sales experience, preferably selling to business leaders and finance teams in Indonesia, with a track record of multi-year top performance. At least 2+ years in leading a small team.

• Bachelor’s Degree holder from an accredited university.

• Ability to understand technical requirements and craft solutions across multiple products.

• Ability to develop and execute account plans spanning multiple business units across complex organisations.

• Strong presentation skills, particularly for in-person meetings with multiple stakeholders.

• Proven ability to lead complex negotiations involving bespoke commercial agreements.

• Superior verbal and written communication skills.

• Ability to operate in a highly ambiguous and fast-paced environment.

Preferred qualifications:

• Experience working in payments or fintech.

• Someone who enjoys getting things done and finds ways to drive tangible outcomes.

• A strategic thinker and analytical in your approach to developing strategies.

• Success-oriented and hold yourself accountable for delivering key outcomes.

• Someone who works collaboratively with people at all levels and across functions and cultures.

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 email address. Please apply only through careers.airwallex.com or our official LinkedIn page.

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.

Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.