Senior Manager, Sales Development, DACH

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 250,000 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 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 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 you’re ready to do the most ambitious work of your career, join us.

ATTRIBUTES WE VALUE

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 you’re motivated by our mission and operating principles https://www.airwallex.com/us/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 zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next.

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 EMEA, 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.

WHAT YOU'LL DO

We’re looking for a highly strategic, metrics-driven and technology-forward Senior Manager, Sales Development to join our team in Berlin and build a modern, AI-enabled sales development engine across DACH and broader EMEA. You will lead and scale our SME Sales Development Representative (SDR) team and be deeply involved in building our sales machine into a large, successful, scaled, revenue-generating function across EMEA. You will manage and coach a team of outbound SDRs, set the operating rhythm, and partner closely with Sales and Marketing to drive high-quality pipeline. You will report into the Head of SME & Growth, DACH and become an inspirational, knowledgeable leader who builds a high-performing, inclusive team that can thrive and progress with Airwallex. This role is based in Berlin, with at least 3 days per week in our Berlin office.

RESPONSIBILITIES

- Manage the SME SDR team with hands-on leadership, including day-to-day coaching on outbound prospecting, qualification and handover to Account Executives.

- Lead a team of outbound SDRs to create qualified opportunities for the sales team, owning both volume and value targets for pipeline generated.

- Partner with the Head of SME & Growth, DACH to build out a high-performance SDR organisation for the region, including operating cadence, performance standards and hiring plans.

- Develop and continuously refine a data-driven strategy to identify and engage new customers across priority segments and markets in EMEA, with a strong focus on outbound motions.

- Work closely with Marketing to design and execute lead-generation campaigns, agree follow-up SLAs and ensure inbound leads are qualified and actioned efficiently.

- Collaborate with the Account Executive team to ensure smooth, well-documented handover of opportunities in Salesforce, and to optimise funnel conversion and pipeline health.

- Implement and analyse SDR KPIs and dashboards, including opportunities created, opportunity value, conversion rates and activity levels, to spot trends, diagnose issues and ensure monthly goals are met.

- Hire, onboard and develop early-career sales talent; provide clear expectations, feedback and progression paths and build a motivated, performance-driven team culture.

- Own and iterate SDR processes, playbooks and tooling, including best-practice use of Salesforce, Outreach or SalesLoft, and AI-enabled prospecting and workflow automation tools, to ensure a scalable, repeatable sales development motion.

- Build and scale an AI-assisted outbound engine across priority ICP plays, including lead sourcing, trigger detection, account research, personalization, multithreading and sequence testing