Head of Sales, Sme

2 months ago

Melbourne, Australia Airwallex Full time

**About Airwallex**:
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 100,000 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 1,500 of the brightest and most innovative people in tech located across more than 20 offices across the globe. Valued at US$5.6 billion and backed by world-leading investors including Sequoia, Lone Pine, Greenoaks, DST Global, Salesforce Ventures and Mastercard, 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.

**About the team**:
The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions 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.

**What you’ll do**:
As the Head of Sales, SME, you'll be a key driver of Airwallex's growth in Australia. You'll lead a dynamic team focused on new business and nurturing valuable customer relationships. This pivotal role within our Australian leadership team offers a unique opportunity to shape our sales strategy and make a meaningful impact on our team and business growth.

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

This role is based in Sydney or Melbourne.

**Responsibilities**:

- Lead an established team of sales managers responsible for 30+ reps across sales
- Coach and mentor team members on sales methodologies, strategies, and sales effectiveness
- Develop and execute our sales go-to-market strategy, define our value proposition, refine sales pitches, and adapt based on performance data
- Manage multiple priorities and projects, diving into the details in a wide variety of tasks - from recruiting to performance and sales analysis
- Design and implement effective compensation plans, territory plans, team structures, and operational models to drive productivity and success for the team
- Provide hands-on support in closing strategic and complex deals

**Who you are**:
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**:

- Extensive experience (10+ years) in high-performing sales environments, particularly within startups or scale-ups, with a substantial amount of time spent in sales leadership
- A proven track record of exceeding sales targets, both individually and as a leader
- Demonstrated ability to build, lead, and inspire high-performing sales teams, with a passion for coaching and developing talent
- Strong analytical and organisational skills, with a data-driven approach to sales strategy and execution
- A genuine passion for sales and customer success, with a drive to create value and exceed customer expectations
- Experience successfully leveraging Salesforce, Outreach.io, and a sales tech stack; you know how to use tools to rapidly achieve your strategy

**Preferred qualifications**:

- Experience working in payments or fintech
- Experience scaling teams is a significant advantage

melbourne, #sydney

**Equal opportunity**:
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.

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