Head of SME & Growth, Malaysia (Fintech)

Location: Kuala Lumpur, Malaysia

Company

Airwallex provides an AI-native financial operating system and regulated infrastructure for global payments, serving businesses across international markets.

What you will do

• Build and lead the Malaysia SME & Growth sales organisation, including hiring, coaching, performance management, and career development for Channel Partnership Manager and Inbound Sales Representative teams.
• Design and scale the CPM and ISR pod model with clear ownership rules, service-level agreements, lead routing, and handovers to Mid-book and Account Management teams.
• Own Malaysia new business and gross profit targets across inbound, outbound, and partnership motions, including pipeline management, forecasting, and performance reviews.
• Develop and execute a channel partnerships strategy with corporate secretaries, accounting and consulting firms, digital platforms, and other ecosystem partners.
• Partner with Marketing and GTM Partnerships on campaigns, events, referral generation, lead conversion, and reporting.
• Work with Product, Payments, Operations, and regional leadership to improve CRM and data quality, enable AI-supported sales tools, and contribute local market insight to regional planning.

Requirements

• 10+ years of experience in sales and business development in high-growth environments, including ownership of complex B2B deals.
• 5+ years of experience leading sales teams or sales managers across inside or inbound sales and channel or partnership motions.
• Track record of building high-performing sales teams and commercial motions that meet or exceed revenue and gross profit targets.
• Strong knowledge of payments and financial technology, including PSP and merchant acquiring models.
• Experience running a data-driven sales organisation with Salesforce or comparable CRM and commercial tools, including pipeline management, forecasting, territory management, and performance tracking.
• Fluent English and strong knowledge of the Malaysian business environment are required; the role is based in Kuala Lumpur, Malaysia.

Nice to have

• Experience in a PSP, payment gateway, acquirer, payments-focused fintech, or fast-growing technology company selling to SMEs or enterprise customers in Southeast Asia.
• Experience scaling a new market or country P&L, including headcount planning and go-to-market execution.
• Experience with channel partner programmes, revenue-share structures, and partner performance management.
• Familiarity with CPM, ISR, and AM pod models and service-level-agreement-driven handovers.

Culture & Benefits

• Work within a global financial infrastructure company with more than 2,300 employees across 27 offices.
• Collaborate with regional teams across North America, Europe, the Middle East, and Asia-Pacific.
• Operate in a builder-oriented environment focused on speed, sound judgment, curiosity, and first-principles decision-making.
• Contribute to products supporting cross-border payments and the growth of small and medium-sized businesses.