Manager, Sales Development, SME & Growth (Fintech)

TL;DR

Manager, Sales Development, SME & Growth (Fintech): Owning the strategy, execution, and performance of the SDR team to generate high-quality pipeline with an accent on scaling outbound motions and developing sales talent. Focus on leveraging AI and automation tools to improve prospecting efficiency and optimizing lead flow across segments.

Location: Based in Shenzhen, China

Company

Airwallex is a unified payments and financial platform for global businesses, providing integrated solutions for business accounts, payments, and treasury management.

What you will do

• Build, lead, and scale a high-performing SDR team focused on new customer acquisition in SME & Growth segments.
• Drive a culture of intensity and velocity to accelerate pipeline creation and revenue impact.
• Refine Ideal Customer Profiles (ICPs) to focus efforts on high-revenue and high-conversion opportunities.
• Implement AI and automation tools to enhance prospecting efficiency and SDR productivity.
• Coach SDRs on messaging, discovery, objection handling, and qualification to improve conversion rates.
• Collaborate with AEs, Marketing, and RevOps to optimize lead flow and handoff processes.

Requirements

• Minimum of 4 years of experience in B2B sales, sales development, or GTM roles within SaaS, fintech, or startups.
• Proven experience directly leading or player-coaching a small SDR team.
• Strong commercial acumen for identifying and iterating on ICPs.
• Ability to generate qualified pipeline through disciplined execution.
• Experience operating in ambiguous, fast-changing environments with a hustler mentality.
• Strong structured and persuasive communication skills.

Nice to have

• Experience scaling SDR teams in high-growth fintech or startup environments.
• Knowledge of payments or financial infrastructure (FX, cross-border payments, payouts).
• Proficiency in using AI and enrichment tools for account research.
• Experience working cross-functionally with Sales, Marketing, and RevOps.

Culture & Benefits

• Opportunity to do ambitious work in a high-growth, US$11 billion valued fintech company.
• Culture of ownership, founder-like energy, and accelerated learning.
• Collaborative environment working with exceptional teammates globally.
• Emphasis on using AI to work smarter and solve problems faster.