Manager, Sales, SME – Growth

Airwallex

Manager, Sales, leading a team of full-cycle Account Executives at Airwallex. Driving revenue and developing SME sales strategies in a hybrid role based in San Francisco.

Posted 5/26/2026full-timeSan Francisco • California • 🇺🇸 United StatesMid-LevelSenior💰 $280,000 - $340,000 per yearWebsite

About the role

Key responsibilities & impact

Lead, coach, and develop a team of full-cycle Account Executives, with a strong focus on closing excellence and consistent revenue delivery
Partner closely with the outbound sales leader and cross-functional team leaders to continuously explore, test, and refine ICPs, evaluate new SMB verticals, and provide structured feedback based on deal quality, win/loss insights, and revenue outcomes
Coach AEs on prioritizing leads and opportunities effectively, ensuring time and effort are focused on the highest-conversion, highest-revenue deals
Drive best-in-class pipeline management practices, including deal qualification, stage progression discipline, pipeline coverage, and forecast accuracy
Develop AEs’ ability to run strong discovery, identify economic buyers, and manage multi-stakeholder deal cycles within SMB organizations
Coach and inspect deals on negotiation strategy, objection handling, pricing conversations, and close planning to improve win rates
Instill structured deal management habits, including clear next steps, mutual action plans, and close plans for every active opportunity
Drive a metrics-led operating cadence focused on deal velocity, stage conversion, win rates, and pipeline quality
Leverage data, AI, and sales tools to improve account research, deal strategy, and pipeline visibility
Maintain high standards of CRM hygiene, deal inspection, and sales process adherence

Requirements

What you’ll need

Minimum of 6 years of experience in B2B sales, with experience managing/coaching Account Executives
Proven track record closing deals and managing complex SMB pipelines end-to-end
Strong commercial judgment with the ability to prioritize leads, assess deal quality, and forecast accurately
Deep experience coaching AEs on closing, negotiation, objection handling, and pipeline management
Comfortable managing multi-stakeholder deal cycles, including traditional business owners and finance teams
Excellent communication skills - structured, persuasive, and credible in commercial negotiations
Experience operating in fast-paced, high-growth environments with high accountability.

Benefits

Comp & perks

medical, dental, and vision insurance
401(k) plan
short-term and long-term disability
basic life insurance
well-being benefits
20 paid days of vacation
12 paid days of company holidays in a calendar year

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

B2B salespipeline managementdeal qualificationnegotiation strategyobjection handlingforecast accuracydeal velocitystage conversionCRM hygieneaccount research

Soft Skills

coachingleadershipcommunicationcommercial judgmentprioritizationstructured feedbackpersuasivenesscredibilitytime managementcollaboration