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.   HOW YOU'LL MAKE IMPACT You’ll build and lead Airwallex’s Sales Development function for the Benelux region, owning the outbound pipeline engine for our SME & Growth business. You’ll hire, coach and develop a high-performing SDR team, set clear performance expectations, and build repeatable processes that generate high-quality pipeline at scale. You’ll partner with Marketing, Account Executives and Revenue Operations on targeting, qualification, Salesforce handovers, funnel conversion and pipeline health, while using data to improve performance across segments, markets and account plays. You’ll also scale an AI-assisted outbound engine, using prospecting tools and workflow automation to improve lead sourcing, account research, personalisation and sequence testing, with clear guardrails for quality and compliance. - Build and lead a high-performing SDR team through hiring, coaching, onboarding, feedback and clear progression paths. - Own opportunity creation, pipeline value, conversion, activity levels and reporting, using performance data to improve outcomes. - Build and continuously improve a data-driven outbound strategy across priority segments, markets and account plays. - Partner with Marketing on targeting, messaging, campaigns, lead follow-up SLAs and inbound qualification. - Improve qualification, Salesforce handovers, funnel conversion and pipeline health in partnership with Account Executives and Revenue Operations. - Scale an AI-assisted outbound engine that improves lead sourcing, account research, personalisation and sequence testing, while maintaining clear quality and compliance guardrails. You'll work from our Amsterdam office three days a week. WHAT WE'RE LOOKING FOR Essentials - Experience leading an outbound SDR or sales development team in a high-growth technology company. - A track record of hiring and developing early-career sales talent and building repeatable processes that deliver against ambitious targets. - Strong cross-functional partnership skills across Marketing, Sales, Revenue Operations and People & Talent. - Experience with Salesforce or another modern CRM and sales engagement tools, plus experience implementing AI-enabled prospecting or workflow automation to improve personalisation and SDR efficiency. - Comfort operating in a metrics-driven environment, with ownership of opportunity creation, pipeline value, conversion, activity levels and reporting. - Excellent written, numerical and verbal communication skills, with the ability to simplify complexity and coach effectively. - Professional fluency in English. - Strategic thinking, pragmatic execution and a bias towards action, continuous improvement and ownership. Preferred - Professional fluency in Dutch. - Familiarity with payments, FX, cards, treasury, spend management or complex B2B SaaS. - Experience establishing AI and automation guardrails for quality, compliance and measurable pipel