Inbound Sales Manager, EMEA at Airwallex

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 2,000 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 [Upgrade to PRO to see link] 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 reviews, win/loss analysis and structured feedback loops - Work with Sales Enablement to deliver ongoing training on product, pricing, competitive landscape and sales skills relevant to inbound Cross-Functional Collaboration & Feedback Loop - Collaborate closely with regional sales leaders to align on routing rules, ownership of opportunities and coverage models by country and segment - Partner with Marketing to close the loop on campaign performance (lead quality, segment fit, use cases, win/loss reasons) and shape future campaigns Who You Are Minimum Qualifications - 6+ years of B2B sales experience, including 3+ years managing inbound sales teams - Proven track record of owning and improving inbound funnels in a high‑velocity environment (MQL → SQL → opportunity → win) - Strong experience with sales process design: lead routing, qualification frameworks and CRM discipline - Deep familiarity with Salesforce and AI‑powered sales engagement tools, including reporting and dashboarding - Demonstrated ability to hire, train and develop top‑performing sales talent. - Highly collaborative, with excellent communication and stakeholder management skills across Sales, Marketing, RevOps and Product - Fluent in English; comfortable working across multiple European markets Preferred Qualifications - Experience in or understanding of the fintech/payments or SaaS industry - Experience in a hub / shared sales centre model serving multiple countries - Proficiency in additional European languages (e.g., Spanish, Portuguese, French, German, Italian) If you're ready to take your sales leadership career to the next level, apply now and be part of our journey in shaping the future of global payments! APPLICANT SAFETY POLICY: FRAUD AND THIRD-PARTY RECRUITERS 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 [Upgrade to PRO to see link] email address. Please apply only through careers.airwallex.com [Upgrade to PRO to see link] 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. EQUAL OPPORTUNITY 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.