Head of Sales, SME, North America
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 200,000 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 2,200 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future.
The Role
We’re hiring a Head of Sales, SME, North America to build and lead a world-class, high-growth commercial engine across the region. You will own new business, account expansion, and GTM partnerships, with a mandate to scale a high-performing sales organization and crack product-market fit in new verticals, including eCommerce, software & technology, trading, import & export, and manufacturing.
This is a hands-on leadership role for a high-energy, commercially obsessed builder who loves being in the field with customers as much as they enjoy designing the systems, processes, and talent strategy behind a top-tier sales organization.
Location
Based in San Francisco/New York, with the ability to travel across North America and occasionally internationally as needed.
What You’ll Do
Own the North America commercial engine
Own new business revenue, expansion, and retention targets across North America.
Lead and scale our front-book sales teams (AEs and SDRs) to drive high-quality pipeline and consistent new customer acquisition.
Build a world-class sales organization
Design and implement the sales operating model across segments, territories, and verticals (including eCommerce, software/tech, trading, import/export, and manufacturing).
Establish and continuously improve sales processes and methodologies – from discovery, qualification, and value articulation through to negotiation and closing.
Implement best practices in forecasting, pipeline hygiene, territory planning, and quota setting, in close partnership with RevOps and Finance.
Lead from the front with customers
Personally lead executive-level discovery, solutioning, and deal execution with strategic prospects and customers.
As a trusted advisor to C-level and VP-level stakeholders across our target industries, bring a deep understanding of payments, FX, and financial operations.
Champion Airwallex in the market through customer meetings, events, and partner engagements, setting the bar for what great looks like in senior client interaction.
Coach, develop, and inspire the team
Be a culture-builder who sets a high-energy, high-trust tone for the North America sales organization.
Coach and develop managers and ICs through structured 1:1s, deal reviews, and regular training on discovery, objection handling, and closing.
Instill a learning and experimentation mindset – continuously test new approaches, share learnings, and raise the bar on performance and craftsmanship.
Shape strategy and product-market fit
Partner closely with Product, Marketing, and Risk to identify and validate product-market fit in new verticals and segments.
Define and refine our ideal customer profiles, use cases, and value propositions across eCommerce, software/tech, trading, import & export, and manufacturing.
Who You Are
Proven sales leader: You have significant experience leading high-growth B2B sales organizations (ideally in payments, fintech, or software/technology) with clear ownership of new business and expansion targets.
Builder of teams and culture: You’ve built or scaled sales teams from the ground up, including hiring, onboarding, and developing AEs, SDRs, and Account Managers, and are known for creating a high-performance, high-trust culture.
Process and systems thinker: You bring a disciplined approach to sales operations – from discovery frameworks and sales methodologies to forecasting, pipeline management, and tools.
Exceptional coach and communicator: You are an inspirational leader who can attract talent, set clear expectations, and coach people to their next level; you communicate complex ideas simply and persuasively.
Customer-obsessed and commercially sharp: You love spending time with customers, understanding their businesses deeply, and structuring creative, win-win deals that drive long-term value.
Curious, high-horsepower operator: You learn fast, ask great questions, and thrive in an environment with ambiguity, pace, and high expectations.
Vertical experience (nice to have): Experience selling into eCommerce, software/SaaS, trading, import & export, or manufacturing is a strong plus.