Inbound Sales Manager, EMEA

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 200,000 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 2,200 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 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 As part of our EMEA expansion, we are launching a Commercial Hub in Barcelona to drive revenue growth across multiple European markets. This hub will play a crucial role in accelerating our SME sales efforts in established markets like France and DACH, as well as new growth markets in Europe (e.g., Spain, Portugal, Italy). Within the hub, the Inbound Sales team will focus on converting high‑intent demand into revenue, working closely with regional sales leaders and other key go‑to‑market stakeholders. About the Role As Inbound Sales Manager - European Sales Hub, you will be responsible for hiring, coaching and scaling a high‑performing team of Inbound Sales Representatives (ISRs) based in Barcelona, dedicated to European markets (France, DACH, Spain, Portugal, and Italy). Your team will be responsible for handling inbound leads from initial response and qualification through discovery and product education and closing; enabling and guiding customers to grow with Airwallex. You will define and continuously improve how inbound demand is handled in the hub: setting clear response standards, processes, playbooks and quality benchmarks that ensure prioritized inbound leads are contacted quickly, qualified rigorously, and become transacting profitable customers. Responsibilities Build & Scale a High-Performance Inbound Team - Hire, onboard and develop a world‑class inbound sales team (ISRs) focused on high‑quality qualification and conversion of inbound demand - Set clear goals, KPIs and operating cadence for the team (e.g. response times, conversion rates, ACV, win rates, activity levels) - Run regular 1:1s, pipeline reviews and coaching sessions to drive continuous improvement and performance Own & Optimise the Inbound Funnel - Define and track clear targets for first response and follow‑up - Analyse funnel data to identify bottlenecks and run targeted experiments (scripts, cadences, offers) to improve MQL → SQL → opportunity → win conversion Sales Excellence, Enablement & Quality - Build and maintain playbooks and talk tracks tailored to inbound motions, including discovery frameworks, objection handling and closing strategies - Implement quality control mechanisms, including call listening, deal