Account Executive Team Manager, SME & Growth

About the role

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, Rippling, 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.   About the team The SME & Growth team at Airwallex partners with ambitious SMB and mid‑market businesses that operate across borders. We help them get paid, hold and convert funds, pay suppliers and issue cards globally – all from a single financial platform. In DACH, we are in build mode: a lean, high‑calibre commercial team with strong backing, a large greenfield market and high expectations. You’ll join experienced sellers who care about sales excellence, product depth and disciplined execution. About the role Reporting into the Head of Sales, SME & Growth, DACH, we are looking for a hands‑on Sales Manager to lead, coach and scale a team of Account Executives focused on SMB customers (typically 20–1000 employees, with average deal size ≥ €2k MRR). This is a player‑coach role. You will: Own a team quota and be accountable for revenue performance ​​Carry your own sales quota on a small number of opportunities Be deeply involved in live deals – especially complex or strategic ones. Help design and implement the sales operating system for DACH: methodology, cadence, pipeline standards and hiring. You will be a key operational partner to the Head of Sales and a core contributor to building our DACH go‑to‑market from an early stage. The role is based in Paris, in a hybrid working model, minimum 3 days per week in the office. What you’ll be doing Lead, coach and manage a high‑performing team of 4–8 Account Executives serving SMB / mid‑market customers. Run a high‑quality sales operating rhythm: Weekly pipeline and forecast reviews. Regular deal strategy sessions and call reviews. Team enablement on discovery, negotiation, MEDDPICC and closing. Stay close to the field: Join customer meetings and calls. Directly support and co‑own strategic and complex deals with your AEs. Drive sales methodology and funnel discipline: Embed MEDDPICC and SPICED as the standard way of running opportunities. Ensure consistent ICP / persona‑based qualification and messaging across the team. Maintain high standards of CRM hygiene and data quality. Build and scale the team: Attract, hire and onboard A‑players, in partnership with Talent Acquisition. Provide clear expectations, feedback and development paths for each AE. Shape our GTM strategy in DACH: Contribute

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