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 outcom