Sales Manager, SME and 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.   HOW YOU'LL MAKE IMPACT As Sales Manager, you’ll lead, coach and scale a team of one Account Executive and one SDR serving SMB and mid-market customers across Lithuania, while remaining hands-on in live and strategic deals. Reporting to the Head of Revenue and Growth, you’ll own a team quota, carry your own quota across a small number of opportunities, and help build the sales operating system for a new market. You’ll set the rhythm for pipeline, forecasting, deal strategy, qualification, enablement and CRM discipline, while partnering with Marketing, SDRs, Partnerships and Talent Acquisition to build the team and go-to-market motion. - Own revenue performance for a team of Account Executives serving SMB and mid-market customers. - Build a disciplined sales operating rhythm across pipeline reviews, forecasting, deal strategy, call reviews, enablement and CRM hygiene. - Drive consistent opportunity management by embedding MEDDPICC and SPICED, strengthening ICP and persona-based qualification, and raising funnel discipline. - Stay close to strategic and complex deals by joining customer conversations and co-owning opportunities with Account Executives. - Build and scale the Lithuania sales team by hiring, onboarding, coaching and performance-managing Account Executives in partnership with Talent Acquisition. - Shape the Lithuania go-to-market motion by partnering with Marketing, SDRs and Partnerships on outbound campaigns, value propositions, pitches and vertical narratives. You’ll work from our Lithuania office at least three days a week. WHAT WE'RE LOOKING FOR ESSENTIALS - 4+ years of B2B sales experience, including 3+ years as a closing Account Executive serving SMB or mid-market segments. - 1+ years in a frontline sales leadership or team lead role, managing Account Executives and carrying a team quota. - Demonstrated sales closing experience and people management experience. - Experience in a high-growth technology or fintech company, or experience selling to CFOs. - Demonstrated experience launching or scaling a new market, region or business line. - Hands-on experience building outbound sales motions with SDRs and Marketing. - Strong, practical command of sales methodologies such as MEDDPICC, SPICED or Challenger. - Proven ability to coach, develop and performance-manage Account Executives. - Excellent verbal and written communication skills in Lithuanian, at native or near-native level, and professional English. PREFERRED - Experience selling payments, FX, cards, accounts or spend management products. YOU'LL THRIVE HERE IF - You have a track record of hitting your numbers, and you’re motivated by stretch goals. - You're excited by a category that hasn't been won yet, and want to be early enough to shape it. - You're comfortable with ambiguity. Give you a problem, not a prescription, and you'll run with it. - You’re low-ego. You care more about the right outcome than getting credit for it. - You default to action. You'd rather course-correct in motion than wait for perfect clarity. 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 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.