Senior Sales Manager, Mid-Market

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 Senior Sales Manager, SME & Growth, you’ll lead, coach and develop a team of 10 Account Executives serving SME and mid-market customers in the UK. You’ll own team-level commercial performance, improve sales execution and build a predictable, data-driven revenue engine through disciplined pipeline management, forecasting and deal coaching. This is a hands-on player-coach role where you’ll support complex opportunities, develop Account Executive capability, strengthen outbound motions with Sales Development and Marketing, and help shape the UK go-to-market strategy. You’ll work closely with Product, Account Management, Revenue Strategy & Operations, GTM Partnerships and other regional stakeholders to turn customer and market insight into growth. - Lead, coach and develop a high-performing team of 10 Account Executives serving SME and mid-market customers, setting clear expectations for customer engagement, pipeline quality, sales execution and revenue delivery. - Run a consistent sales operating rhythm through regular one-to-ones, call coaching, deal strategy sessions, live opportunity reviews, pipeline reviews, forecast reviews and quarterly business reviews. - Embed MEDDPICC, SPICED, Challenger or an equivalent sales methodology across the team, driving rigorous qualification, multi-threading, persona-based messaging, clear next steps and close planning. - Support strategic and complex opportunities by joining customer meetings, coaching negotiation and objection handling, engaging senior stakeholders and preserving clear Account Executive ownership throughout the sales cycle. - Build and improve outbound sales motions with Sales Development and Marketing by refining target segments, account coverage, messaging, outreach cadences and reporting. - Maintain high standards of CRM hygiene, data quality and forecasting discipline, using pipeline coverage, stage conversion, win rate, deal velocity and forecast accuracy to identify risks and prioritise action. You'll work from our London office three days a week. WHAT WE'RE LOOKING FOR ESSENTIALS - At least 6 years of B2B sales experience, including significant experience as a closing Account Executive selling to SME, SMB or mid-market customers, and at least 2 years of frontline sales leadership experience managing, mentoring or coaching Account Executives in a quota-carrying sales environment. - A proven track record of meeting or exceeding individual and team sales targets, with experience owning or contributing to a team quota. - Experience managing complex, multi-stakeholder sales cycles from qualification through close, including discovery, value selling, negotiation, objection handling and close planning. - Strong practical knowledge of MEDDPICC, MEDDIC, SPICED, Challenger or an equivalent sales methodology, with the ability to train, inspect and reinforce its use across a team. - Strong commercial judgement, i