Head of Sales SME North America

• Own new business revenue expansion and retention targets across North America.
• Lead and scale our front-book sales teams (AEs and SDRs) to drive high-quality pipeline and consistent new customer acquisition.

• Design and implement the sales operating model across segments territories and verticals (including eCommerce software/tech trading import/export and manufacturing).
• Establish and continuously improve sales processes and methodologies - from discovery qualification and value articulation through to negotiation and closing.
• Build the recruiting framework for sales: define profiles interview loops and assessment criteria; partner with Talent Acquisition to hire and onboard top-tier sales and AM leaders and ICs.
• Implement best practices in forecasting pipeline hygiene territory planning and quota setting in close partnership with RevOps and Finance.

• Personally lead executive-level discovery solutioning and deal execution with strategic prospects and customers.
• Act as a trusted advisor to C-level and VP-level stakeholders across our target industries bringing a deep understanding of payments FX and financial operations.
• Champion Airwallex in the market through customer meetings events and partner engagements setting the bar for what great looks like in senior client interaction.

• Be a culture-builder who sets a high-energy high-ownership tone for the North America sales organization.
• Coach and develop managers and ICs through structured 1:1s deal reviews and regular training on discovery objection handling and closing.
• Instill a learning and experimentation mindset - continuously test new approaches share learnings and raise the bar on performance and craftsmanship.

• Partner closely with Product Marketing and Risk to identify and validate product-market fit in new verticals and segments.
• Bring structured market customer and competitive insights back into product roadmaps and GTM strategy.
• Define and refine our ideal customer profiles use cases and value propositions across eCommerce software/tech trading import & export and manufacturing.

• Proven sales leader: You have significant experience leading high-growth B2B sales organizations (ideally in payments fintech or software/technology) with clear ownership of new business and expansion targets.
• Builder of teams and culture: You've built or scaled sales teams from the ground up including hiring onboarding and developing AEs SDRs and Account Managers and are known for creating a high-performance high-trust culture.
• Process and systems thinker: You bring a disciplined approach to sales operations - from discovery frameworks and sales methodologies to forecasting pipeline management and tools.
• Exceptional coach and communicator: You are an inspirational leader who can attract talent set clear expectations and coach people to their next level; you communicate complex ideas simply and persuasively.
• Customer-obsessed and commercially sharp: You love spending time with customers understanding their businesses deeply and structuring creative win-win deals that drive long-term value.
• Curious high-horsepower operator: You learn fast ask great questions and thrive in an environment with ambiguity pace and high expectations.
• Vertical experience (nice to have): Experience selling into eCommerce software/SaaS trading import & export or manufacturing is a strong plus.

What We Do

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 200000 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 2000 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 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.

Why Work With Us

Airwallex was founded by people told their idea was unreasonable and we've hired that way ever since. We move fast think globally and give you ownership from day one. If you want to pioneer global finance at scale alongside the ambitious let's talk.

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