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 â including Brex, Rippling, Navan, Qantas, SHEIN and many more â 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 2,000 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. If youâre ready to do the most ambitious work of your career, join us.
We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and youâre motivated by our mission and operating principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor.
You're humble and collaborative; turn zeroâtoâone ideas into real products, and you âget stuff doneâ end-to-end. You use AI to work smarter and solve problems faster. Here, youâll tackle complex, highâvisibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, letâs build whatâs next.
The SME & Growth team at Airwallex partners with ambitious SMB and midâmarket businesses that operate across borders. We help them get paid, hold and convert funds, pay suppliers and issue cards globally â all from a single financial platform.
In France, we are in build mode: a lean, highâcalibre commercial team with strong backing, a large greenfield market and high expectations. Youâll join experienced sellers who care about sales excellence, product depth and disciplined execution.
Reporting into the Head of Sales, SME & Growth, France, we are looking for a handsâon Sales Manager to lead, coach and scale a team of Account Executives focused on SMB customers (typically 20â1000 employees, with average deal size â„ âŹ2k MRR).
This is a playerâcoach role. You will:
Own a team quota and be accountable for revenue performance
ââCarry your own sales quota on a small number of opportunities
Be deeply involved in live deals â especially complex or strategic ones.
Help design and implement the sales operating system for France: methodology, cadence, pipeline standards and hiring.
You will be a key operational partner to the Head of Sales and a core contributor to building our French goâtoâmarket from an early stage.
The role is based in Paris, in a hybrid working model, minimum 3 days per week in the office.
Lead, coach and manage a highâperforming team of 4â8 Account Executives serving SMB / midâmarket customers.
Run a highâquality 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 coâown strategic and complex deals with your AEs.
Drive sales methodology and funnel discipline:
Embed MEDDPICC and SPICED as the standard way of running opportunities.
Ensure consistent ICP / personaâbased qualification and messaging across the team.
Maintain high standards of CRM hygiene and data quality.
Build and scale the team:
Attract, hire and onboard Aâplayers, in partnership with Talent Acquisition.
Provide clear expectations, feedback and development paths for each AE.
Shape our GTM strategy in France:
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, dataâdriven updates to the Head of Sales on risks, opportunities and resourcing needs.
A coach and builder â you genuinely enjoy making people better and building the systems that make a team win.
Highly structured and analytical â you can move from problem (âwin rate is downâ) to root cause and clear action plan.
Handsâon and lowâego â you are happy to jump on calls, review sequences, build a deck or help close a deal with your AEs.
Comfortable with ambiguity and 0â1 â you like working where there is no fixed playbook, and youâre excited to help write it.
Dataâdriven â you use numbers and facts to prioritise, coach and decide, not just gut feeling.
Resilient and hardâworking â you like high expectations, high pace and you donât shy away from doing the work.
6+ years of B2B sales experience, including 3+ years as a closing Account Executive on SMB / midâmarket segments.
2+ years in a frontâline sales leadership / team lead role, managing AEs and carrying a team quota.
Experience in highâgrowth 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
Handsâon 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 performanceâmanage Account Executives.
Excellent verbal and written communication skills in French (native or nearânative) and English (professional). A proficiency in Spanish or Italian is a plus
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 email address. Please apply only through careers.airwallex.com or our official LinkedIn page.
Airwallex does not accept unsolicited resumes from search firms/re
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