Manager, Sales Development Enterprise UK

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 https://www.airwallex.com/en-us/operating-principles to see it in full. HOW YOU'LL MAKE IMPACT Build and lead the outbound SDR function for Airwallex’s UK Enterprise business, creating qualified pipeline across Embedded Finance, Payments and Spend Management. You’ll set the strategy for target accounts, outbound sequences and multi-channel prospecting, then coach the team to execute with consistency and strong commercial judgment. - Build the outbound SDR strategy for UK Enterprise, from target account selection and sequencing through to multi-channel prospecting and qualified pipeline creation. - Hire, onboard and develop early-career sales talent, while establishing the operating rhythms, enablement and accountability that support high performance. - Use Salesforce, Outreach and related tooling to track activity, conversion and pipeline metrics, diagnose performance gaps and continuously improve how the team operates. - Partner with Enterprise Account Executives, Marketing and People & Talent to align territory plans, campaigns, qualification standards, hiring priorities and progression paths. - Improve the handover from SDR-generated opportunities to Enterprise AEs, supporting strong conversion from qualified opportunity through to revenue. You'll work from the London office three days a week. WHAT WE'RE LOOKING FOR Essentials - 3+ years of experience managing an SDR or outbound sales development team, ideally in a high-growth SaaS, fintech or technology environment, with a track record of meeting or exceeding pipeline targets. - Experience leading an outbound SDR function, including building or scaling processes for prospecting, qualification and opportunity creation in a start-up or scale-up setting. - A track record of hiring, onboarding and developing early-career sales talent, including structured coaching on calls, messaging and qualification. - Experience working cross-functionally with Marketing, Account Executives and People & Talent to align on ICP, campaigns, territory plans and hiring or enablement priorities. - Strong analytical skills, with the ability to define, monitor and act on SDR KPIs and funnel metrics across activity, conversion and pipeline created. - Hands-on proficiency with Salesforce or another leading CRM, plus a sales engagement platform such as Outreach or Salesloft, including building and refining sequences, reports and dashboards. Preferred - Experience building or significantly scaling an SDR or sales development team in a fintech or B2B payments company serving enterprise customers in the UK or EMEA. - A background in selling or prospecting into complex, multi-stakeholder enterprise accounts, with familiarity across outbound tactics, territory design and account-based strategies. - Comfort operating in environments with high standards, fast iteration cycles and evolving priorities, with a bias toward action, experimentation and continuous improvement. - Experience using call recording, intelligence and enablement tools such as Chorus, Dialpad, Sales Navigator, ZoomInfo or similar to coach SDRs and refine targeting and messaging. - A passion for developing others, building an inclusive, high-performance culture and creating clear progression paths for SDRs into closing or other commercial roles. YOU'LL THRIVE HERE IF - You have a track record of hitting your numbers, and you’re motivated by stretch goals. - You own the outcome and you don't wait for permission to fix what's broken. - You’re comfortable operating across time zones with a globally distributed team, including colleagues based in APAC and EMEA. - You're energized by change. Your grow happens in steps, not a straight line, and priorities shift as you learn. - You know when to align and when to just decide. Collaboration isn't a way to avoid accountability. LEARN MORE ABOUT YOUR TEAM Enterprise Business is about more than closing deals. This team helps large, often multinational organizations solve complex financial challenges that go well beyond a single product decision — moving money globally, managing treasury operations, embedding financial services across borders, and replacing fragmented financial workflows with one global system built to scale. You’ll be helping customers understand what is possible when their financial operations work as one global system. It's a team for strategic sellers with a builder mindset, who combine strategic thinking with deep product knowledge: comfortable with long deal cycles, multiple stakeholders, and the kind of autonomy that comes from being trusted to create value, shape the deal, and move complex opportunities forward rather than follow a rigid playbook. If you want to work on high-consequence deals that genuinely change how large businesses operate financially, this is the 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 fo