Sales Lead, SME

4 days ago

Kuala Lumpur, Kuala Lumpur, Malaysia Airwallex Full time
About Airwallex

Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 100,000 businesses worldwide – including Brex, Rippling, Navan, Qantas, SHEIN and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale.

Proudly founded in Melbourne, we have a team of over 1,500 of the brightest and most innovative people in tech located across more than 20 offices across the globe. Valued at US$5.6 billion and backed by world-leading investors including Sequoia, Lone Pine, Greenoaks, DST Global, Salesforce Ventures and Mastercard, Airwallex is leading the charge in building the global payments and financial platform of the future. If you're ready to do the most ambitious work of your career, join us.

About the team

The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers.

What you'll do

This is a unique opportunity to drive the future growth of Airwallex in Malaysia as an experienced Sales Lead, SME & Growth. You will have the chance to build and lead a high-performing sales team, and also define our Malaysia customer profile tailoring our solutions to meet their unique needs. Your insights will be instrumental in driving our go-to-market strategy and establishing Airwallex as a key player in the Malaysia market.

In this role, you will need to roll up your sleeves and actively sell, whether to individual customers or through channels, ensuring that we generate gross profit (GP). You must possess 200% craftsmanship, as this is a new venture where we expect things to be broken or absent; your excitement for 0 to 1 journeys will be crucial. Additionally, you will need to act with very high operating intensity, which requires significant effort to build and scale our operations effectively.

You will play a critical part in expanding our market presence by collaborating with key functions such as product, revenue operations, sales enablement, strategy, and marketing. This role will be pivotal in Airwallex building a successful, scaled, revenue-generating function in Malaysia.

Responsibilities:

  • Present Airwallex's value proposition to potential clients, demonstrating how our solutions can address their specific needs.

  • Implement sales frameworks and methodologies to improve team performance while building and coaching a new team of Account Executives, Inside Sales representatives, and Sales Development Representatives on sales methodologies, strategies, and sales effectiveness.

  • Develop and execute our sales and go-to-market strategy, defining our value proposition, refine sales pitches, and adapt based on performance data.

  • Manage multiple priorities and projects, diving into the details in a wide variety of tasks - from recruiting to performance and sales analysis.

  • Work with the Strategy & Operations team to design and implement effective compensation plans, territory plans, team structures, and operational models to drive productivity and success for the team.

  • Provide hands-on support in closing strategic and complex deals.

  • Collaborate with the marketing team to create targeted campaigns that resonate with the SME audience.

  • Provide feedback to product and engineering teams based on client interactions to enhance our offerings.

  • Monitor sales metrics and prepare regular reports on sales performance and market trends.

  • Build and maintain strong relationships with key stakeholders and partners in the SME ecosystem.

  • Represent Airwallex at industry events and networking functions.

Who you are

We're looking for people who meet the minimum qualifications for this role. The preferred qualifications are great to have, but are not mandatory.

Minimum qualifications:

  • 5+ years of sales experience, preferably selling a technical or API product, with a track record of multi-year top performance. At least 2+ years in leading a small team.

  • Bachelor Degree holder from an accredited university.

  • Ability to understand technical requirements and craft solutions across multiple products.

  • Ability to develop and execute account plans spanning multiple business units across complex organisations.

  • Strong presentation skills, particularly for in-person meetings with multiple stakeholders.

  • Proven ability to lead complex negotiations involving bespoke commercial agreements.

  • Ability to operate in a highly ambiguous and fast-paced environment.

  • Strong interest in technology and a deep understanding of space.

Preferred qualifications:

  • Experience working in payments or fintech

  • Someone who enjoys 'getting things done' and finds ways to drive tangible outcomes

  • A strategic thinker and analytical in your approach to developing strategies

  • Success-oriented and hold yourself accountable for delivering key outcomes

  • Someone who works collaboratively with people at all levels and across functions and cultures

Equal opportunity

Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don't regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.

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