Sales Development Representative, SME & Growth

About Airwallex Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 250,000 businesses worldwide – including Brex, Navan, Qantas, SHEIN and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale. Proudly founded in Melbourne, we have a team of over 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us. Attributes We Value We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles . You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor. You're humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next. What you’ll do We are looking for a goal-oriented, entrepreneurial Sales Development Representative to join the founding commercial team in Mexico. In this role, you will be responsible for generating and qualifying new business opportunities as Airwallex launches and scales its Growth business in the Mexican market. You will identify prospective clients, craft compelling outreach, and partner closely with Account Executives to build a healthy pipeline of qualified opportunities. This is a unique opportunity to shape initial processes, influence the go-to-market strategy in a new region, and be part of a team building something from the ground up. This role is based in Mexico City, MX. Responsibilities: Identify and qualify leads through various channels, including phone, email, and social media. Build relationships with potential customers and understand their needs and pain points, presenting Airwallex's innovative solutions and crafting compelling value propositions. Qualify opportunities and schedule appointments for Account Executives, ensuring a smooth handoff with clear context on prospect needs and fit. Develop and execute outbound strategies to create and nurture opportunities, partnering with AEs to drive pipeline within the Growth segment. Research and connect with leaders from multiple functions (e.g., Finance, Operations, and Treasury) at target companies to lead discovery conversations and identify use cases for Airwallex's platform. Collaborate with Marketing and cross-functional teams on targeted campaigns, content localization, and feedback loops to refine messaging and go-to-market strategy for the Mexico market. Who you are We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory. Minimum qualifications: Bachelor's degree or equivalent work experience. 1+ years of experience in outbound B2B sales, account management, or a related customer-facing role. Experience or desire to work in a fast-paced environment, particularly in 0-to-1 mode (e.g., helped to launch and grow a new product or region). Strategic thinker who is able to drive "partnership" conversations vs. "sales" conversations; solution oriented. A FIO (Figure It Out) attitude and willingness to do whatever is necessary to achieve results. Excellent written and verbal communication skills in both Spanish and English (native or near-native Spanish fluency required; professional English proficiency required). Strong analytical skills and an organized way of thinking and working. Proficient in GSuite and sales tech tools like Salesforce, Outreach, ZoomInfo, LinkedIn Sales Navigator, and similar platforms. Preferred qualifications: Prior experience in fintech, payments, SaaS, or financial services, with an understanding of cross-border payments, FX, or global treasury operations. Familiarity with the Mexican business ecosystem, including local payment landscape, regulatory environment, and key industry verticals. Ability to move fast and grow in dynamic, collaborative, and ambiguous startup-like environments. A relationship builder with a dynamic personality who loves talking to potential customers, listening to their needs, and explaining the benefits of the Airwallex platform. Please submit resumes in English 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.