Head of SME & Growth

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 150,000 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 1,700 of the brightest and most innovative people in tech across more than 37 locations around 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.

What you’ll do

The Head of SME & Growth, EU plays a critical role in achieving Airwallex’s commercial success in Europe excluding the UK. This role is a key part of the commercial leadership team in EMEA, contributing to strategic decision-making and ensuring alignment with broader regional objectives. It is responsible for leading the SME & Growth team to achieve ambitious commercial aspirations in the regions, including acquiring new clients (frontbook) and managing existing clients (backbook), driving upsells/cross-sells, and continuing to cement Airwallex as the market leader within the payment industry.

Responsibilities:

• Lead and inspire SME & Growth teams: Oversee Sales Development, Inbound/Outbound Sales, Account Management, and Channel Partnerships, driving them to exceed regional targets and deliver exceptional results.

• Shape and execute commercial strategies: Develop and own the end-to-end go-to-market strategy, leveraging data, market insights, and key revenue channels to drive growth and profitability.

• Engage with customers and markets: Interface directly with customers and prospects, leading strategic deals and shaping customer-focused strategies with the global Product organisation.

• Manage P&L and financial performance: Oversee the commercial contribution margin, budgets, and investments, ensuring financial goals are met while aligning incentive structures with global frameworks.

• Build a high-performing team and culture: Recruit, empower, and retain top talent, foster a positive and high-performing team culture, and lead quarterly Sales Kick-Offs to align and inspire.

• Enhance brand and drive strategic collaboration: Strengthen Airwallex’s brand in the EU (excluding the UK), represent the company at key events, and collaborate with regional and global teams to align on commercial strategies and campaigns.

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. Ideally, you are an ambitious individual with sharp analytical skills, exceptional emotional intelligence and highly collaborative spirit. This role demands a track record of success and resilience in navigating ambiguity. You will be an owner and a builder, expected to be adaptable to changes as the business grows and scales.

Minimum qualifications:

• Proven experience of at least 10 years in sales, revenue growth, or go-to-market leadership, including direct P&L ownership and driving cross-functional teams to achieve ambitious targets.

• Demonstrated ability to build and scale high-performing teams in dynamic, high-growth environments, with a track record of fostering team engagement and success.

• Strong analytical and data-driven approach to strategy formulation and execution, with experience in leveraging market insights to optimise commercial outcomes.

• Excellent communication and stakeholder management skills, with the ability to collaborate across diverse teams, influence global product strategies, and represent the organisation externally.

Preferred qualifications:

• A strong academic background, ideally from top-tier universities, complemented by early career success in consulting or other strategic roles.

• Experience launching and scaling go-to-market teams in hyper-growth startups, particularly in the fintech or payments sectors.

• Proven ability to navigate ambiguity and adapt quickly to evolving market conditions, demonstrating resilience and innovative problem-solving.

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.

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.