Sales Manager, SME and Growth

ABOUT AIRWALLEX

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 676,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own.

We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific.

We're co-headquartered in San Francisco and Singapore, with more than 2,300 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles https://www.airwallex.com/en-us/operating-principles to see it in full.

ABOUT THE TEAM

The SME & Growth team at Airwallex partners with ambitious SMB and mid‑market businesses that operate across borders. We help them get paid, hold and convert funds, pay suppliers and issue cards globally – all from a single financial platform.

In Lithuania, we are in build mode: a lean, high‑calibre commercial team with strong backing, a large greenfield market and high expectations. You’ll build and lead the sales team to deliver sales excellence, with strong product depth and disciplined execution.

ABOUT THE ROLE

Reporting into the Head of Revenue and Growth, we are looking for a hands‑on Sales Manager to lead, coach and scale a team of Account Executives focused on SMB customers (typically 20–500 employees, with average deal size €2k+ MRR).

This is a player‑coach role. You will:

- Own a team quota and be accountable for revenue performance

- Carry your own sales quota on a small number of opportunities

- Be deeply involved in live deals – especially complex or strategic ones

- Help design and implement the sales operating system for Lithuania: methodology, cadence, pipeline standards and hiring

You will be a key operational partner and a core contributor to building our Lithuania go‑to‑market from an early stage.

The role is based in Lithuania, in a hybrid working model, minimum 3 days per week in the office.

WHAT YOU’LL BE DOING

- Lead, coach and manage a team of salespeople serving SMB / mid‑market customers.

- Run a high‑quality sales operating rhythm:

- Weekly pipeline and forecast reviews.

- Regular deal strategy sessions and call reviews.

- Team enablement on discovery, negotiation, MEDDPICC and closing.

- Stay close to the field:

- Join customer meetings and calls.

- Directly support and co‑own strategic and complex deals with your AE.

- Drive sales methodology and funnel discipline:

- Embed MEDDPICC and SPICED as the standard way of running opportunities.

- Ensure consistent ICP / persona‑based qualification and messaging across the team.

- Maintain high standards of CRM hygiene and data quality.

- Build and scale the team:

- Attract, hire and onboard A‑players, in partnership with Talent Acquisition.

- Provide clear expectations, feedback and development paths for each AE.

- Shape our GTM strategy:

- Contribute to our value propositions, pitches and vertical narratives.

- Partner with Marketing, SDRs and Partnerships on outbound motions and campaigns.

- Own performance and reporting:

- Be accountable for quota attainment, pipeline coverage and conversion.

- Provide regular, data‑driven updates to the Head of Revenue and Growth on risks, opportunities and resourcing needs.

YOU ARE

- A coach and builder – you genuinely enjoy making people better and building the systems that make a team win.

- Highly structured and analytical – you can move from problem (“win rate is down”) to root cause and clear action plan.

- Hands‑on and low‑ego – you are happy to jump on calls, review sequences, build a deck or close a deal

- Comfortable with ambiguity and 0→1 – you like working where there is no fixed playbook, and you’re excited to help write it.

- Data‑driven – you use numbers and facts to prioritise, coach and decide, not just gut feeling.

- Resilient and hard‑working – you like high expectations, high pace and you don’t shy away from doing the work.

MINIMUM QUALIFICATIONS

- 4+ years of B2B sales experience, including 3+ years as a closing Account Executive on SMB / mid‑market segments.

- 1+ years in a front‑line sales leadership / team lead role, managing AEs and carrying a team quota.

- Experience in high‑growth tech or fintech or selling to CFOs, ideally with:

- Payments, FX, cards, accounts, or spend management products.

- Demonstrated experience launching or scaling a new market, region or business line

- Hands‑on experience building outbound sales motions with SDRs and Marketing

- Strong, practical command of key Sales Methodology MEDDPICC/SPICED/Challenger

- Proven ability to coach, develop and performance‑manage Account Executives.

- Excellent verbal and written communication skills in Lithuanian (native or near‑native) and English (professional).

APPLICANT SAFETY POLICY: FRAUD AND THIRD-PARTY RECRUITERS

To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com http://airwallex.com email address. Please apply only through careers.airwallex.com http://careers.airwallex.com or our official LinkedIn page.

Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary.

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.