(Senior) Manager, Business Development, 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 https://www.airwallex.com/en-us/operating-principles to see it in full. About the team The SME & Growth team 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. What you'll do Lead, coach, and develop a high-performing Account Executive (Business Development) team in Vietnam, translating company strategy into consistent sales execution, revenue growth, and strong customer outcomes. You will own team performance across revenue, pipeline health, forecast quality, and sales discipline, while helping build a scalable sales motion for SME and growth customers. This is an onsite role based in Hanoi or Ho Chi Minh City. Responsibilities: - Own team revenue and commercial targets by setting clear goals, priorities, and execution plans. - Establish a consistent operating rhythm through pipeline reviews, deal reviews, team meetings, one-to-ones, and performance reviews. - Coach Account Executives across prospecting, qualification, discovery, solution positioning, objection handling, negotiation, and closing. - Improve pipeline coverage, opportunity quality, stage progression, close plans, forecast accuracy, conversion, and sales velocity. - Maintain strong CRM discipline, ensuring pipeline data, next steps, close dates, and forecasts reflect the underlying business reality. - Join strategic customer and deal discussions, helping Account Executives navigate complex, consultative sales cycles. - Partner with Marketing, Partnerships, Customer Success, Operations, Product, and Revenue teams to improve lead quality, customer handovers, sales processes, and customer outcomes. - Share customer, market, and competitive insights to inform sales plays, enablement, product priorities, and go-to-market strategy. - Support hiring, onboarding, ramping, training, performance management, and career development for Account Executives. - Build a culture of ownership, collaboration, experimentation, accountability, and continuous improvement. - Work from our Vietnam office five weekdays a week Minimum qualifications: - At least 7 years of relevant experience in banking, payments, PSP, fintech, e-commerce or platform-based businesses. - Demonstrated experience in B2B sales, ideally in a consultative, solution-led, or complex sales environment. - Experience leading, coaching, or mentoring Account Executives or another quota-carrying sales team. - A consistent track record of delivering against revenue targets and building a healthy sales pipeline. - Strong understanding of sales methodology, forecasting, CRM discipline, pipeline management, and performance management. - Experience coaching discovery, value-based selling, negotiation, and deal execution. - Excellent communication, coaching, stakeholder management, and problem-solving skills. - Ability to balance strategic thinking with hands-on execution and direct involvement in important deals. - Strong commercial judgment and comfort using data to diagnose performance and make decisions. - High ownership, resilience, integrity, and a customer-first mindset. - Ability to operate effectively in a fast-paced, changing environment. Preferred qualifications: - Experience scaling a sales team or launching a new market, segment, or sales motion. - Experience managing enterprise, mid-market, SME, or cross-border customers. - Familiarity with Salesforce, sales engagement tools, and revenue intelligence platforms. 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 motivated by working alongside people whose ambition pushes you to raise your own bar. - You know when to align and when to just decide. Collaboration isn't a way to avoid accountability. - You connect dots across functions and hold the big picture without losing grip on the details. 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 http://airwallex.com email address. Please apply onl