Manager, Sales Development, SME & Growth

<h2><strong>About Airwallex</strong></h2><p style="min-height:1.5em">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.</p><p style="min-height:1.5em">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.</p><p style="min-height:1.5em">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<a target="_blank" rel="noopener noreferrer nofollow" href="https://www.airwallex.com/en-us/operating-principles"> <u>operating principles</u></a> to see it in full.</p><div style="min-height:1.2em;margin-top:0px;margin-bottom:0px"> </div><h2><strong>The role</strong></h2><p style="min-height:1.5em">The SME &amp; Growth sales team helps international businesses manage global financial flows, control spend and replace fragmented banking, card, expense and accounts-payable tools.</p><p style="min-height:1.5em">As Sales Development Manager, you will lead two outbound SDR teams covering Payment Acceptance and Spend across French SMB and Mid-Market accounts. You will build the operating rhythm, coaching culture and processes that make the teams more productive and create higher-quality pipeline.</p><p style="min-height:1.5em">This is a highly hands-on role. You will work directly with reps on territories, account lists, sequences, messaging, call reviews, role plays and product training. You will also make outbound calls yourself to lead by example and stay close to what works in a competitive French market.</p><p style="min-height:1.5em">The team’s target is for at least 60% of pipeline to be sourced from SDR activity. You will own both sides of this ambition: creating enough outbound volume while improving quality through meeting attendance, follow-up, AE acceptance, conversion and win-rate visibility on SDR-sourced deals.</p><p style="min-height:1.5em"></p><h2><strong>What you’ll do</strong></h2><ul style="min-height:1.5em"><li><p style="min-height:1.5em">Lead, coach and develop the Payment Acceptance and Spend SDR teams across SMB and Mid-Market.</p></li><li><p style="min-height:1.5em">Build effective territories, account lists, sequences and outbound plays by segment, persona and use case.</p></li><li><p style="min-height:1.5em">Establish clear standards for activity, qualification, meeting preparation, follow-up and handover.</p></li><li><p style="min-height:1.5em">Run regular 1:1s, call reviews, role plays, team training and individual development plans.</p></li><li><p style="min-height:1.5em">Track cold calls, conversations, meetings, no-shows, opportunities, pipeline, conversion and win rate; turn insights into practical coaching and process improvements.</p></li><li><p style="min-height:1.5em">Create and maintain simple playbooks covering outbound execution, product know