Head of Sales, SME, US

About the role

Airwallex, the AI-native financial operating system used by more than 675,000 businesses, is hiring a Head of Sales, SME, US to build and lead a high-growth commercial engine across the region. The role owns new business, account expansion and GTM partnerships, with a mandate to scale the sales organization and find product-market fit in new verticals such as eCommerce, software and technology, trading, import and export and manufacturing. It is a hands-on leadership role based in San Francisco or New York, with travel across the US and occasionally internationally.

Key responsibilities

• Own the US commercial engine, including new business revenue, expansion and retention targets.
• Lead and scale AEs and sales managers to drive pipeline and consistent new customer acquisition.
• Build the sales organization, design the sales operating model across segments, territories and verticals, and establish sales processes from discovery to closing.
• Build the recruiting framework for sales and partner with Talent Acquisition to hire and onboard sales leaders and individual contributors.
• Work with RevOps and Finance on forecasting, pipeline hygiene, territory planning and quota setting.
• Lead executive-level discovery and deal execution with strategic prospects, act as a trusted advisor to C-level and VP-level stakeholders, and champion the brand in customer meetings, events and partner engagements.
• Coach and develop managers and ICs through 1:1s, deal reviews and training on discovery, objection handling and closing.
• Partner with Product, Marketing and Risk to validate product-market fit, and define ideal customer profiles, use cases and value propositions.

Required profile

• Proven sales leader with significant experience leading high-growth B2B sales organizations (ideally in payments, fintech or software/technology).
• Experience building or scaling sales teams from the ground up, including hiring, onboarding and developing AEs and sales managers.
• Disciplined approach to sales operations, from discovery frameworks to forecasting and pipeline management.
• Inspirational coach and communicator who understands customers deeply and structures win-win deals.
• Nice to have: experience selling into eCommerce, software/SaaS, trading, import and export or manufacturing.