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About the Role

As Senior Sales Manager, SME and Growth, you will lead, coach and develop a team of 10 Account Executives serving SME and mid-market customers in the UK. You will own team-level commercial performance, improve sales execution and build a predictable, data-driven revenue engine through disciplined pipeline management, forecasting and deal coaching. This is a hands-on player-coach role where you will support complex opportunities, develop Account Executive capability, strengthen outbound motions with Sales Development and Marketing, and help shape the UK go-to-market strategy. You will work closely with Product, Account Management, Revenue Strategy & Operations, GTM Partnerships and other regional stakeholders to turn customer and market insight into growth.

Responsibilities

Lead, coach and develop a high-performing team of 10 Account Executives serving SME and mid-market customers, setting clear expectations for customer engagement, pipeline quality, sales execution and revenue delivery.
Run a consistent sales operating rhythm through regular one-to-ones, call coaching, deal strategy sessions, live opportunity reviews, pipeline reviews, forecast reviews and quarterly business reviews.
Embed MEDDPICC, SPICED, Challenger or an equivalent sales methodology across the team, driving rigorous qualification, multi-threading, persona-based messaging, clear next steps and close planning.
Support strategic and complex opportunities by joining customer meetings, coaching negotiation and objection handling, engaging senior stakeholders and preserving clear Account Executive ownership throughout the sales cycle.
Build and improve outbound sales motions with Sales Development and Marketing by refining target segments, account coverage, messaging, outreach cadences and reporting.
Maintain high standards of CRM hygiene, data quality and forecasting discipline, using pipeline coverage, stage conversion, win rate, deal velocity and forecast accuracy to identify risks and prioritise action.

Requirements

At least 6 years of B2B sales experience, including significant experience as a closing Account Executive selling to SME, SMB or mid-market customers.
At least 2 years of frontline sales leadership experience managing, mentoring or coaching Account Executives in a quota-carrying sales environment.
A proven track record of meeting or exceeding individual and team sales targets, with experience owning or contributing to a team quota.
Experience managing complex, multi-stakeholder sales cycles from qualification through close, including discovery, value selling, negotiation, objection handling and close planning.
Strong practical knowledge of MEDDPICC, MEDDIC, SPICED, Challenger or an equivalent sales methodology, with the ability to train, inspect and reinforce its use across a team.
Strong commercial judgement, including experience managing pipeline, inspecting opportunities, forecasting accurately and maintaining disciplined CRM standards.
Demonstrated ability to coach, develop and performance-manage Account Executives, including providing clear feedback and addressing under-performance fairly and effectively.
Experience in high-growth technology, fintech, payments or financial services, together with excellent written and verbal communication skills in English.
Experience selling multi-product fintech or payments solutions, such as payments, foreign exchange, business accounts, cards or spend management, to founders, CFOs, Finance, Operations or business-owner stakeholders.
Experience building or scaling a sales team, market, outbound motion or go-to-market strategy in the UK, EMEA or another developing market.
Experience implementing sales methodologies across a team, including creating enablement materials, inspection frameworks, coaching routines and performance measures.
Familiarity with Salesforce and modern sales tools such as Gong, Chorus, Outreach, Salesloft or AI-enabled sales platforms, together with an interest in using data and technology to improve sales productivity.
Understanding of payments, KYC, AML, risk, compliance or other regulated financial-services workflows, or experience representing a company at market events and managing C-level customer relationships.

Skills

B2B sales
Sales leadership
Account Executive management
Quota management
Pipeline management
Forecasting
Deal coaching
Sales methodology (MEDDPICC, SPICED, Challenger)
CRM hygiene
Data quality
Written and verbal communication
Salesforce
Gong
Chorus
Outreach
Salesloft
AI-enabled sales platforms

Location

London

Work Type

Full-time

Experience Level

6+ years B2B sales experience
2+ years sales leadership experience

About the Company

Airwallex is the only unified payments and financial platform for global businesses.
Powered by proprietary infrastructure and software, Airwallex empowers over 250,000 businesses worldwide with integrated solutions for business accounts, payments, spend management, treasury, and embedded finance.
Founded in Melbourne, Airwallex has a team of over 2,300 employees across 27 offices globally.
Valued at US$11 billion and backed by leading investors, Airwallex is building the future of global payments and financial platforms.
We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership.
We value strong role-related expertise, sharp thinking, and motivation by our mission and operating principles.
We move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor.
We are humble and collaborative, turn zero-to-one ideas into real products, and get stuff done end-to-end.
We use AI to work smarter and solve problems faster.
The SME & Growth Business team is dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy.
The team combines deep financial expertise with a growth mindset, working closely with clients to develop tailored solutions that streamline cross-border payments and unlock new revenue streams.
The team is driven by a desire to make a positive impact and is constantly innovating to support SME customer success.

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.