Manager, Sales Development, SME & Growth

Description

Full Job Description

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 250,000 businesses worldwide – including Brex, 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 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 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.

Attributes We Value

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.

Based out of our Hong Kong office, this role will be focused on leading and scaling a team of Sales Development Representatives (SDRs) responsible for generating and qualifying leads that build Airwallex’s Hong Kong SME / Start Up sales pipeline. As an SDR Manager, you should be excited about coaching a high-performing team to engage with prospects, identify high-value opportunities, and optimize early sales funnel activities.

You are used to delivering value in complex situations and are energized by mastering new and existing products. You excel at designing, optimizing, and building processes—actively leading the development of demand generation strategies, refining Airwallex’s value proposition, and creating key tools and assets for your team.

As our business continues to grow, you will play a critical role in scaling our pipeline and developing talent. If you are a strategic leader, hungry, persistent, and a great team builder, we want to hear from you!

Responsibilities:

• Own the day-to-day SDR operating rhythm, including hiring, onboarding, ramp plans, 1:1s

• Monitor pipeline quality and conversion metrics, and ensure each SDR has the tools, training, and support required to consistently achieve their target.

• Lead, coach, and scale a team of SDRs initiating contact with potential customers through multi-channel outreach and structured customer journey touch points.

• Drive team performance to consistently move high-quality leads through the funnel, connect them with salespeople, and secure qualified meetings.

• Train and guide SDRs on developing prospect relationships, using effective questioning techniques to uncover needs, and preparing seamless hand-offs to the sales team.

• Oversee CRM activity, contact management, and pipeline accuracy to ensure precise reporting and forecast predictability.

• Strategize and test innovative outreach methods, cadence structures, and best practices to continually lift conversion metrics.

• Establish and document operational best practices as the Hong Kong SDR team grows and evolves.

• Collaborate closely with Marketing leadership to provide field insights, refine targeting, and align messaging with target audience needs.

• Partner with Account Executive leaders to optimize the handover process, SLA adherence, and first-call conversion rates.

What You Bring:

• Proven Leadership: Minimum of 7 years of relevant sales or business development experience, with at least 3 years in a direct managerial role leading high-volume SDR or outbound sales teams.

• Target-Oriented: Motivated by stretch revenue targets, team quotas, and building high-reward, performance-driven sales cultures.

• Customer-Focused: Passionate about understanding prospect businesses and using data-driven insights to coach your team through complex problem-solving.

• Process-Driven: Adept at designing, documenting, and enforcing scalable sales development procedures to maintain high efficiency and quality.

• Team Leader & Collaborator: Exceptional track record of recruiting, mentoring, and retaining top talent while fostering strong cross-functional partnerships.

• Master Prioritizer: Strong strategic judgment to manage team workload, allocate resources effectively, and prioritize top revenue-driving activities.

• Obsessively Curious: Analytical mindset that digs deep into operational metrics, conversion bottlenecks, and prospect insights to continuously refine strategy.

• Superior verbal and written communication skills with strong presentation abilities.

• Deep domain interest or direct experience in fintech, SaaS, or financial services.

• Self-starter capable of driving direction and team stability within a hyper-growth environment.

Applicant Safety Policy: Fraud and Third-Party Recruiters

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.

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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