Account executive team manager for SMB customers

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 DACH, we are in build mode: a lean, high‑calibre commercial team with strong backing, a large greenfield market and high expectations. You’ll join experienced sellers who care about sales excellence, product depth and disciplined execution.

• 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 DACH: methodology, cadence, pipeline standards and hiring.
• Lead, coach and manage a high‑performing team of 4–8 Account Executives serving SMB / mid‑market customers.
• Weekly pipeline and forecast reviews.
• Regular deal strategy sessions and call reviews.
• Team enablement on discovery, negotiation, MEDDPICC and closing.
• Join customer meetings and calls.
• Directly support and co‑own strategic and complex deals with your AEs.
• 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.
• Attract, hire and onboard A‑players, in partnership with Talent Acquisition.
• Provide clear expectations, feedback and development paths for each AE.
• Contribute to our value propositions, pitches and vertical narratives.
• Partner with Marketing, SDRs and Partnerships on outbound motions and campaigns.
• Be accountable for quota attainment, pipeline coverage and conversion.
• Provide regular, data‑driven updates to the Head of Sales on risks, opportunities and resourcing needs.

• 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 help close a deal with your AEs.
• 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.
• 6+ years of B2B sales experience, including 3+ years as a closing Account Executive on SMB / mid‑market segments.
• 2+ years in a front‑line sales leadership / team lead role, managing AEs and carrying a team quota.
• Experience in high‑growth tech or fintech, 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 German (native or near‑native) and English (professional).

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