Business Development Manager, SME & Growth

About Airwallex

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 676,000 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 2,300 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 to see it in full.

About the team:

Airwallex aspires to partner with the most ambitious businesses globally. The SME & Growth sales team is where this partnership begins. Your primary focus will be bringing on new SME customers and leveraging your skills in pitching, negotiating, and driving internal processes to set up our partnerships for success. We are looking for someone who has a passion for building relationships, selling, and negotiating, and a desire to revolutionise the way companies transact globally.

If you have a customer-first mentality, are solution-focused, obsessively curious about everything, and have the desire to make an impact and grow yourself, our market, and our customers, then you have found your calling. With the commission structure for this role, there is a significant upside for won opportunities. If you’re hungry, smart, persistent, and a great teammate, we want to hear from you!

Responsibilities:

• Be accountable for increasing revenue and new client acquisition.

• Owning the full sales cycle and territory management from prospecting to close.

• Ensure the best customer experience and onboarding process for new customers, and own the initial customer ramp-up period.

• Representing Airwallex at client meetings and events

• Maintain a database of current and potential customers using our CRM system along with meticulous CRM usage and forecasting.

• You are success-oriented and hold yourself accountable for delivering key outcomes

• You consistently "go the extra mile" in your work and are willing to do what needs to be done to achieve results.

Requirements:

• 4+ years of sales experience, preferably selling a technical / financial product, with a track record of top performance, in business development and outbound sales.

• Strong inside and outbound sales experience.

• You will have excellent presentation, communication, and solution-selling skills (directly tailored to customer needs) and experience in identifying and influencing multiple key decision-makers and stakeholders.

• Ability to understand complex technical requirements and craft solutions across multiple products.

• Proven ability to lead complex negotiations involving bespoke commercial agreements and multi-product sales, progressing opportunities through a multi-stage sales cycles.

• You display strong analytical skills and an organized way of working.

• Superior verbal and written communication skills in English and Cantonese

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 email address. Please apply only through 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.