Senior Manager, Sales Development (DACH)

TL;DR

Senior Manager, Sales Development (DACH): Building and scaling a modern, AI-enabled sales development engine across DACH and broader EMEA with an accent on leading outbound SDRs, owning pipeline targets, and driving data-driven, compliant prospecting. Focus on designing repeatable upper-funnel operating models, implementing AI/automation guardrails, and optimizing funnel conversion through Salesforce, engagement tools, and KPI dashboards.

Location: Berlin (at least 3 days per week in the Berlin office)

Company

Airwallex provides a unified payments and financial platform for global businesses.

What you will do

• Lead and coach an SME SDR team on outbound prospecting, qualification, and handover to Account Executives.
• Own outbound SDR targets for pipeline volume and value, and build a high-performance SDR organization for the DACH region.
• Develop and refine data-driven outbound strategies across priority segments and markets in EMEA.
• Partner with Marketing and Sales to run lead-generation campaigns, align follow-up SLAs, and optimize funnel conversion and pipeline health in Salesforce.
• Implement and analyze SDR KPIs and dashboards; hire, onboard, and develop early-career sales talent.
• Own SDR processes, playbooks, and tooling (Salesforce, Outreach, SalesLoft) and build an AI-assisted outbound engine with testing and automation guardrails.

Requirements

• Experience leading an outbound SDR team and building/scaling a sales development function, ideally in a start-up or scale-up environment.
• Proven track record hiring and developing early-career sales talent into high performers.
• Strong cross-functional collaboration with People & Talent, Marketing, and Account Executives to align on target accounts, campaigns, and pipeline goals.
• Proficiency with Salesforce (or another modern CRM) and sales engagement tools such as Outreach or SalesLoft, plus comfort working in a metrics-driven environment.
• Proven experience implementing AI tools and workflow automation/agentic prospecting systems to improve personalization and SDR efficiency.
• Professional fluency in German and English is required.

Culture & Benefits

• Work in a lean, high-expectations EMEA commercial environment focused on disciplined execution.
• Use AI to work smarter and solve problems faster, with emphasis on measurable pipeline impact.
• Inclusive, performance-driven team culture with coaching, feedback, and clear progression paths.
• Cross-functional collaboration across People & Talent, Marketing, Sales, and Revenue Operations.

Hiring process

• Interviews to assess outbound leadership, sales development strategy, and experience with AI-enabled prospecting and automation.
• Evaluation of communication skills and ability to translate DACH ICP plays into repeatable outbound programs.