Manager, Sales 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.   THE ROLE The SME & Growth sales team helps international businesses manage global financial flows, control spend and replace fragmented banking, card, expense and accounts-payable tools. As Sales Development Manager, you will lead two outbound SDR teams covering Payment Acceptance and Spend across French SMB and Mid-Market accounts. You will build the operating rhythm, coaching culture and processes that make the teams more productive and create higher-quality pipeline. This is a highly hands-on role. You will work directly with reps on territories, account lists, sequences, messaging, call reviews, role plays and product training. You will also make outbound calls yourself to lead by example and stay close to what works in a competitive French market. The team’s target is for at least 60% of pipeline to be sourced from SDR activity. You will own both sides of this ambition: creating enough outbound volume while improving quality through meeting attendance, follow-up, AE acceptance, conversion and win-rate visibility on SDR-sourced deals. WHAT YOU’LL DO - Lead, coach and develop the Payment Acceptance and Spend SDR teams across SMB and Mid-Market. - Build effective territories, account lists, sequences and outbound plays by segment, persona and use case. - Establish clear standards for activity, qualification, meeting preparation, follow-up and handover. - Run regular 1:1s, call reviews, role plays, team training and individual development plans. - Track cold calls, conversations, meetings, no-shows, opportunities, pipeline, conversion and win rate; turn insights into practical coaching and process improvements. - Create and maintain simple playbooks covering outbound execution, product knowledge, qualification and competitive messaging. - Partner closely with Sales Managers and AEs on ICP, account ownership, meeting quality and pipeline feedback. - Work with Marketing, RevOps and Enablement to improve data, messaging, tooling, routing and training. - Regularly join call blocks and demonstrate strong cold calling, objection handling and follow-up. WHAT YOU’LL BRING - 4+ years of B2B sales experience, including meaningful experience managing or leading SDR/BDR teams. - Experience running outbound motions across SMB and Mid-Market accounts. - Strong personal cold-calling and multi-channel prospecting experience. - A track record of coaching reps and improving individual and team performance. - Experience building or standardising territories, sequences, qualification processes or sales playbooks. - Confidence discussing activity volume, meetings, pipeline, conversion and win rate. - Experience in a high-volume but non-transactional environment, ideally in SaaS, fintech, payments, banking, FX, ERP, procurement or spend management. - Strong communication and stakeholder-management skills, with the ability to work with SDRs, AEs, Sales Managers, Marketing and RevOps. - Fluent French and professional English. - A hands-on, data-driven and high-ownership approach to management. WHAT SUCCESS LOOKS LIKE You build two well-coached, consistently executing SDR teams that generate meaningful outbound impact for both Payment Acceptance and Spend. Success means: - At least 60% of pipeline is sourced from SDR activity. - Outbound volume is consistent, while meeting quality and relevance improve. - No-shows are actively managed and meeting-to-opportunity conversion improves. - SDR-sourced pipeline has clear AE acceptance, follow-up and win-rate visibility. - Reps receive regular coaching, product training and clear development plans. - Territories, sequences, qualification standards and playbooks are documented and adopted. - Sales Managers and SDRs operate with a shared view of ICP, quality and performance. WHY JOIN AIRWALLEX You will have direct ownership of a strategic French growth engine and the opportunity to shape how outbound is built across Payment Acceptance and Spend. You will work with an ambitious international team across Sales, Marketing, RevOps, Product and Enablement, with the autonomy to test ideas, learn quickly and create visible impact. - Commercial role focused on the strategic French market. - Hybrid role: minimum three days per week in our Paris office. - Competitive salary, commission and equity. - Clear opportunity to develop teams, playbooks and the French sales organisation. 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 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.