Business 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.

About the team:

Airwallex aspires to serve the fastest growing businesses globally. The SME & Growth team focuses on bringing in new startups and small-to-mid-market businesses onto the Airwallex platform. You will leverage your skills in pitching, solutioning, and negotiating with customers to grow our business in the region while helping business owners, finance teams, and e-commerce teams improve their financial operations. We are looking for someone who has a passion for building relationships, selling, and negotiating, and a desire to revolutionize the way companies transact globally.

If you have a customer-first mentality, are solution-focused, obsessively curious about everything, and have the desire to make an impact and grow yourself, our market, and our customers, then you have found your calling!

Responsibilities:

• Identify high-potential prospects and use effective strategies to generate leads that drive revenue growth.

• Develop and implement scalable sales strategies to drive new customer acquisition.

• Identify and understand prospects' pain points to propose solutions, owning the full sales cycle from prospecting to close.

• Lead commercial negotiations to increase customer revenue.

• Develop strategies to maximize acquisition of new revenue and market share within a specified territory.

• Ensure the best onboarding process and customer experience for new customers, working cross-functionally to solve customer pain points and improve our product.

• Maintain a database of current and potential customers using our CRM.

Requirements:

• 5+ years of sales experience, preferably selling a complex product with a track record of top performance.

• Passionate about sales with the ability to develop and execute strategies for a particular territory.

• Experience identifying and influencing key decision makers and stakeholders from finance managers to CEOs, with strong presentation and communication skills.

• Proven ability to lead complex negotiations involving multiple products.

• Ability to operate in a highly ambiguous and fast-paced environment.

• Strong interest in technology/financial services and a deep understanding of the space.

• Success-oriented and are willing to "go the extra mile" in your work as needed to achieve results.

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.