Account executive team manager for SMB customers in Berlin

Описание:

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 DACH, 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.

Задачи:

Own a team quota and be accountable for revenue performance Carry your own sales quota on a small number of opportunities Be deeply involved in live deals – especially complex or strategic ones. Help design and implement the sales operating system for DACH: methodology, cadence, pipeline standards and hiring. Lead, coach and manage a high‑performing team of 4–8 Account Executives serving SMB / mid‑market customers. Weekly pipeline and forecast reviews. Regular deal strategy sessions and call reviews. Team enablement on discovery, negotiation, MEDDPICC and closing. Join customer meetings and calls. Directly support and co‑own strategic and complex deals with your AEs. Embed MEDDPICC and SPICED as the standard way of running opportunities. Ensure consistent ICP / persona‑based qualification and messaging across the team. Maintain high standards of CRM hygiene and data quality. Attract, hire and onboard A‑players, in partnership with Talent Acquisition. Provide clear expectations, feedback and development paths for each AE. Contribute to our value propositions, pitches and vertical narratives. Partner with Marketing, SDRs and Partnerships on outbound motions and campaigns. Be accountable for quota attainment, pipeline coverage and conversion. Provide regular, data‑driven updates to the Head of Sales on risks, opportunities and resourcing needs.

Требования:

A coach and builder – you genuinely enjoy making people better and building the systems that make a team win. Highly structured and analytical – you can move from problem (“win rate is down”) to root cause and clear action plan. Hands‑on and low‑ego – you are happy to jump on calls, review sequences, build a deck or help close a deal with your AEs. Comfortable with ambiguity and 0→1 – you like working where there is no fixed playbook, and you’re excited to help write it. Data‑driven – you use numbers and facts to prioritise, coach and decide, not just gut feeling. Resilient and hard‑working – you like high expectations, high pace and you don’t shy away from doing the work. 6+ years of B2B sales experience, including 3+ years as a closing Account Executive on SMB / mid‑market segments. 2+ years in a front‑line sales leadership / team lead role, managing AEs and carrying a team quota. Experience in high‑growth 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 Hands‑on 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 performance‑manage Account Executives. Excellent verbal and written communication skills in German (native or near‑native) and English (professional).

Условия:

The role is based in Berlin, in a hybrid working model, minimum 3 days per week in the office.

#J-18808-Ljbffr