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Kuala Lumpur, Malaysia
Onsite
Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 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 2,700 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 to see it in full.
About the team
The SME & Growth team helps ambitious businesses start, scale and operate internationally. We work across acquisition, activation, retention and expansion to build a consistent, insight-led commercial engine for our customers. Our team operates in a fast-paced, highly collaborative environment, partnering closely with Sales, Account Management, Customer Success, Marketing, Operations and Product. You will have the opportunity to take ownership early, solve complex commercial problems and grow your scope as the Malaysia business scales.
What you’ll do
We are looking for a hands-on Sales Manager to lead and develop our sales representative team while strengthening commercial execution across the SME customer lifecycle. You will combine people leadership, sales management, commercial operations and performance analytics to improve funnel conversion, customer outcomes and revenue performance.
You will work across the full funnel, from lead generation and qualification through conversion, onboarding, retention and expansion. This role is based in Malaysia.
Responsibilities:
Own inbound sales targets, setting clear goals, priorities, operating rhythms and execution plans.
Define team KPIs and performance standards across lead response, qualification, discovery, follow-up, conversion, revenue contribution and handover quality.
Run team meetings, pipeline reviews, one-to-ones, call reviews and performance reviews.
Build a disciplined lead-management process that improves response times, qualification quality, conversion and sales velocity.
Own full-funnel performance analytics: productivity, conversion, revenue, forecasting, retention, expansion and customer health.
Maintain high standards for CRM hygiene, pipeline visibility and activity quality, and improve forecasting accuracy.
Use data, customer feedback and frontline insights to diagnose gaps and recommend corrective actions.
Hire, onboard, train and develop the inbound sales team through regular coaching, feedback and performance reviews.
Coach reps on discovery, needs analysis, solution positioning, objection handling, negotiation, follow-up and closing.
Partner with Marketing and Sales Operations to improve lead quality, campaigns, routing, attribution, CRM processes and reporting.
Build a high-performing, insight-led commercial organisation with clear accountability across the customer lifecycle.
Act as a hands-on leader who balances people management, operational execution and strategic problem-solving.
Who you are
We’re looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory.
Minimum qualifications:
4–5+ years of relevant experience in banking, payments, PSP, fintech, e-commerce or platform-based businesses.
Demonstrated experience in B2B sales, inbound sales, telesales or another high-volume, lead-driven sales environment.
At least 2+ years experience leading, coaching or mentoring sales representatives or another quota-carrying team.
A track record of delivering against revenue, conversion or other commercial targets.
Strong understanding of inbound sales funnels, lead qualification, CRM discipline, pipeline management, forecasting and performance reporting.
Experience using data to diagnose funnel performance and improve sales processes.
Experience setting targets, managing performance and establishing effective operating rhythms.
Excellent coaching, communication, stakeholder management and problem-solving skills.
Ability to balance team leadership with hands-on involvement in customer and deal conversations.
Strong commercial judgement, ownership, resilience and a customer-first mindset.
Ability to operate effectively in a fast-paced, changing environment.
Professional fluency in English and Malay.
Preferred qualifications:
Experience building processes, playbooks, reporting frameworks or operating models from the ground up.
Experience managing a high-velocity SME or inbound sales motion.
Experience supporting cross-sell, upsell, renewal or customer health initiatives.
Background in consulting, strategy, business operations, revenue operations or management consulting.
Experience with Salesforce or comparable CRM and commercial reporting tools.
Bachelor’s degree in Business, Finance, Economics, Engineering or a related discipline
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/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.
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.
