Sales Development Manager - SME & Growth

About Airwallex

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own.

We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific.

We're co-headquartered in San Francisco and Singapore, with more than 2,700 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles to see it in full.

How you'll make impact

As Sales Development Manager, you’ll lead two outbound SDR teams covering Payment Acceptance and Spend across French SMB and Mid-Market accounts. You’ll build the operating rhythm, coaching culture and processes that create higher-quality pipeline across a competitive French market.

• Lead, coach and develop the Payment Acceptance and Spend SDR teams across SMB and Mid-Market.

• Build effective territories, account lists, sequences andoutbound plays by segment, persona and use case, while setting clear standards for activity, qualification, meeting preparation, follow-up and handover.

• Coach reps through regular 1:1s, call reviews, role plays, product training and individual development plans, and make outbound calls yourself to lead by example.

• Use activity, meeting, pipeline, conversion and win-rate data to improve execution, meeting quality, AE acceptance and visibility on SDR-sourced deals.

• Partner closely with Sales Managers, Account Executives, Marketing, RevOps and Enablement to improve ICP definition, messaging, tooling, routing, training and pipeline feedback.

• Document and maintain practical playbooks covering outbound execution, product knowledge, qualification and competitive messaging.

You’ll work from our Paris office three days a week.

What we're looking for

Essentials

• 4+ years of B2B sales experience, including meaningful experience managing or leading SDR or BDR teams.

• Experience running outbound motions across SMB and Mid-Market accounts.

• Strong personal cold-calling and multi-channel prospecting experience.

• A track record of coaching reps and improving individual and team performance.

• Experience building or standardising territories, sequences, qualification processes or sales playbooks.

• Confidence discussing activity volume, meetings, pipeline, conversion and win rate.

• Strong communication and stakeholder-management skills, with the ability to work with SDRs, AEs, Sales Managers, Marketing and RevOps.

• Fluent French and professional English.

• A hands-on, data-driven and high-ownership approach to management.

Preferred

• Experience in a high-volume but non-transactional environment, ideally in SaaS, fintech, payments, banking, FX, ERP, procurement or spend management.

You'll thrive here if

• You have a track record of hitting your numbers, and you’re motivated by stretch goals.

• You're comfortable owning the roadmap yourself.

• You're comfortable making decisions with incomplete information and moving quickly anyway.

• You say what you mean. You're direct, but you lead with respect.

• You over-communicate by design. You'd rather flag something early than let it become a surprise.

• You know when to align and when to just decide. Collaboration isn't a way to avoid accountability.

• You come to the table with a point of view, not just a problem.

Learn more about your team

SME & Growth at Airwallex is about more than closing deals. We help small and mid-market businesses solve real financial challenges across borders: getting paid globally, managing multi-currency accounts, paying suppliers, and running spend across markets from a single platform. You're not selling a feature. You're helping founders and finance leaders replace fragmented financial operations with one global system that actually scales.

It's a function for sellers who like to build, not follow a script: curious, resourceful, and comfortable figuring things out in markets that are still wide open. You get real autonomy to create value, build relationships, and move opportunities forward.

If you want to sell a serious product, solve real problems for ambitious businesses, and build your career fast, this is a place to do it.

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.