Manager, Sales Development, 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 The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers. What You'll Do As the SDR Manager , you will own the strategy, execution, and performance of our SDR team, responsible for generating high-quality pipeline and developing the next generation of sales talent at Airwallex. You will lead from the front - coaching, mentoring, and scaling a best-in-class outbound motion while working closely with Account Executives, Marketing, and RevOps to continuously improve how we identify, engage, and qualify our ideal customers. If you are a customer-first leader, data-driven operator, and passionate people manager who thrives in fast-paced, high-growth environments, this role is your opportunity to make a significant impact on our business and our people. This role is based in Melbourne . Responsibilities Build, lead, and scale a high-performing SDR team focused on new customer acquisition across SME & Growth segments. Instill a culture of intensity and velocity within the SDR team, driving high-quality activity and disciplined execution to accelerate pipeline creation and revenue impact. Empower your team to be tactical in hunting and refining Ideal Customer Profiles (ICPs), ensuring SDR efforts are focused on the highest-revenue and highest-conversion opportunities. Leverage AI and automation tools to improve prospecting efficiency, account-level research, personalization, and overall SDR productivity. Continuously improve SDR processes, workflows, and tooling so SDRs can prioritize high-impact, revenue-generating activities over low-value manual work. Coach SDRs on messaging, discovery, objection handling, and qualification to continuously improve conversion rates. Partner closely with AEs, Marketing, and RevOps to optimize lead flow, campaign execution, and handoff processes. Establish clear performance metrics, dashboards, and reporting to track activity, pipeline, and outcomes. Hire, onboard, and ramp new SDRs, creating clear career paths Maintain accurate pipeline and activity tracking in CRM, ensuring data integrity and forecasting accuracy. Minimum Qualifications Minimum of 4 years of experience in B2B sales, sales development, or go-to-market roles within SaaS, fintech or startup space. Prior experience directly leading or player-coaching a small SDR team. Strong commercial acumen to identify and iterate on ICP. Proven ability to generate qualified pipeline through disciplined execution. Hustler mentality: scrappy, persistent, comfortable operating in ambiguity and fast-changing environments. Strong communication skills - clear, structured, and persuasive across written and verbal channels. Preferred Qualifications Experience scaling SDR teams in a high-growth fintech or startup environment. Experience in payments or financial infrastructure (e.g. collections, payouts, FX, cross-border payments). Experience leveraging AI, automation, or enrichment tools to improve SDR productivity and account research. Experience working cross functionally across Sales, Marketing, and RevOps. 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.