Head of Sales, SME, North America

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. THE ROLE We’re hiring a Head of Sales, SME, North America to build and lead a world‑class, high‑growth commercial engine across the region. You will own new business, account expansion, and GTM partnerships, with a mandate to scale a high‑performing sales organization and crack product–market fit in new verticals, including eCommerce, software & technology, trading, import & export, and manufacturing. This is a hands‑on leadership role for a high‑energy, commercially obsessed builder who loves being in the field with customers as much as they enjoy designing the systems, processes, and talent strategy behind a top‑tier sales organization. Location: Based in San Francisco/ New York, with the ability to travel across North America and occasionally internationally as needed. WHAT YOU’LL DO OWN THE NORTH AMERICA COMMERCIAL ENGINE - Own new business revenue, expansion, and retention targets across North America. - Lead and scale our front‑book sales teams (AEs and SDRs) to drive high‑quality pipeline and consistent new customer acquisition. BUILD A WORLD‑CLASS SALES ORGANIZATION - Design and implement the sales operating model across segments, territories, and verticals (including eCommerce, software/tech, trading, import/export, and manufacturing). - Establish and continuously improve sales processes and methodologies – from discovery, qualification, and value articulation through to negotiation and closing. - Build the recruiting framework for sales: define profiles, interview loops, and assessment criteria; partner with Talent Acquisition to hire and onboard top‑tier sales and AM leaders and ICs. - Implement best practices in forecasting, pipeline hygiene, territory planning, and quota setting, in close partnership with RevOps and Finance. LEAD FROM THE FRONT WITH CUSTOMERS - Personally lead executive‑level discovery, solutioning, and deal execution with strategic prospects and customers. - Act as a trusted advisor to C‑level and VP‑level stakeholders across our target industries, bringing a deep understanding of payments, FX, and financial operations. - Champion Airwallex in the market through customer meetings, events, and partner engagements, setting the bar for what great looks like in senior client intera