Director, Sales, SME & Growth, CN

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 You’ll lead the sales team reporting to the SME & Growth business leader, expanding Airwallex’s cross-border payments business among small and mid-market businesses, with a focus on cross-border e-commerce and B2B trade. - Shape sales strategy by identifying industry needs, standardising products and solutions, developing pricing and promotional approaches, and defining market strategies. - Set sales targets, translate them into actionable plans, and improve sales processes and management tools so the company’s strategy is executed effectively. - Build and manage a direct sales organisation, owning hiring, development, retention, operating standards, and team culture. Identify underperformance early and improve results through joint customer visits, coaching, and training. - Manage team performance across both sales outcomes and the quality of customer acquisition and sales activity. Use performance data and changes in the external market to adjust go-to-market and sales strategies. - Partner closely with Product, Marketing, Strategy, Account Management, and Customer Service to drive cross-functional initiatives, business changes, and growth opportunities. - Use your industry network, external resources, and industry events to connect with prospective customers and develop commercial partnerships. - Track developments across relevant industries, identify new commercial models, and help create sustainable business growth. WHAT WE'RE LOOKING FOR Essentials - A bachelor’s degree or above, with fluent spoken and written English and Chinese. - 8+ years of experience in enterprise sales, business development, marketing strategy, or commercial leadership, including 3+ years managing a sales team. - A track record of successful commercial results in enterprise services, cross-border trade, e-commerce, payments, cloud, SaaS, IT services, or a related field. - Strong self-motivation, disciplined execution, and a clear sense of ownership for both process and results. - Strong analytical and strategic thinking, combined with concise, direct communication and the ability to identify and influence key decision-makers and stakeholders. - Agility, resilience, and sound judgment, with the ability to respond to changing conditions while maintaining a long-term view. - Deep industry relationships and the ability to originate commercial opportunities through personal networks, external resources, and industry events. YOU'LL THRIVE HERE IF - You have a track record of hitting your numbers, and you’re motivated by stretch goals. - You’re comfortable making decisions with incomplete information and moving quickly anyway. - You communicate clearly and directly across cultures, and you're thoughtful about how context shifts meaning across borders. - You say what you mean. You're direct, but you lead with respect. - You connect dots across functions and hold the big picture without losing grip on the details. - You value in-person collaboration and are happy being in the office five days a week. 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 http://airwallex.com email address. Please apply only through careers.airwallex.com http://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 Ai