Sales Manager, SME and Growth
Airwallex
Managing Director
InDebted
full-time
Posted on:
Location Type: Hybrid
Location: Sydney • 🇦🇺 Australia
Visit company websiteJob Level
Lead
About the role
- Define and execute the GTM strategy for selling both InDebted’s intelligent third-party collections service (Collect) and first-party collections software (Receeve) in Australia, delivering on organic revenue growth targets.
- Lead go-to-market strategy including pipeline development, converting commercial opportunities across multiple verticals, and, pricing and negotiations to win new clients and deepen existing relationships.
- Leverage existing industry networks to unlock new business opportunities.
- Translate commercial objectives into financial forecasts, budgets, commission structures and investment cases; monitor performance and adjust course as needed.
- Full accountability to lead the Australian Sales, Client Solutions, Customer Operations, Compliance, and Legal functions, and partner with global Finance, IT, and People Ops.
- Build, lead, and mentor a high-performing cross-functional team with strong accountability and commercial focus.
- Full P&L responsibility of the Australian business, including revenue, gross margin, and OPEX performance.
- Oversee end-to-end digital and voice customer operations, including training, quality assurance and knowledge management to deliver outstanding collections performance and leading Net Promoter Scores.
- Drive continuous improvement through process redesign, automation and data-driven insights—leveraging AI tools where they deliver the greatest impact.
- Lead integration and platform consolidation for our recently acquired business, ensuring seamless change management and no customer disruption.
- Act as Responsible Manager under Australian credit and privacy laws, maintaining proactive relationships with ASIC, ACCC, AFCA and OAIC.
- Ensure real-time compliance monitoring, audit readiness and robust risk management.
- Serve as executive sponsor for strategic accounts, driving upsell and cross-sell initiatives, high client satisfaction and retention.
- Collaborate on ANZ partnerships and acquisitions, providing market insight and diligence support.
- Partner with global product, engineering, marketing and data teams to localise offerings and deliver compelling client propositions.
- Embed AI-first principles across teams: champion habitual use of generative and predictive tools and define clear AI adoption metrics for all functions.
Requirements
- 10+ years in P&L or general-management roles within fintech, debt collections, BPO or SaaS scale-ups
- Extensive experience in the Australian collections industry, including third-party collections and/or collections technology
- Strong credibility with regulators and expert knowledge of ASIC/ACCC Debt Collection Guideline, AFCA, Privacy Act and related legislation
- Strong existing relationships across Australian financial services, with a track record of influencing and selling to large institutions
- Proven track record of scaling multi-million dollar revenue businesses and closing large enterprise deals
- Hands-on experience integrating AI, automation or advanced analytics into commercial and operational processes
- Demonstrated success leading complex integrations and cross-functional teams
- Strategic, data-driven mindset and experience converting insight into action
- Inclusive leadership and ability to influence C-suite stakeholders, industry bodies and regulators
Benefits
- Our benefits packages vary depending on region and role requirements. Our talent acquisition team will be able to share more during the recruitment process.
ATS Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
P&L managementfinancial forecastingbudgetingnegotiationprocess redesignautomationdata-driven insightsAI integrationcross-functional team leadershipcompliance monitoring
Soft skills
leadershipmentoringinfluencingstrategic thinkingcollaborationcommunicationrelationship buildingaccountabilityproblem-solvingadaptability
