Account Executive Team Manager, SME & Growth

About the Role

Reporting into the Head of Sales, SME & Growth, France, we are looking for a hands‑on Sales Manager to lead, coach and scale a team of Account Executives focused on SMB customers (20‑1000 employees, average deal size ≥ €2k MRR). The role is based in Paris and requires a hybrid working model, minimum 3 days per week in the office.

This Is a Player‑Coach Role. You Will

• 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 France: methodology, cadence, pipeline standards and hiring.

What You’ll Be Doing

• Lead, coach and manage a high‑performing team of 4‑8 Account Executives serving SMB and mid‑market customers.
• Run a high‑quality sales operating rhythm, including weekly pipeline and forecast reviews, regular deal strategy sessions and call reviews, and team enablement on discovery, negotiation, MEDDPICC and closing.
• Stay close to the field by attending customer meetings and calls, and directly supporting and co‑owning strategic and complex deals with AEs.
• Drive sales methodology and funnel discipline: embed MEDDPICC and SPICED as the standard way of running opportunities, ensure consistent ICP/personal‑based qualification and messaging, maintain high standards of CRM hygiene and data quality.
• Build and scale the team: attract, hire and onboard A‑players in partnership with Talent Acquisition, and provide clear expectations, feedback and development paths for each AE.
• Shape our GTM strategy in France: contribute to value propositions, pitches and vertical narratives, and partner with Marketing, SDRs and Partnerships on outbound motions and campaigns.
• Own performance and reporting: be accountable for quota attainment, pipeline coverage and conversion, and provide regular data‑driven updates to the Head of Sales on risks, opportunities and resourcing needs.

You Are

• 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.

Minimum Qualifications

• 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 payment, 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 methodologies MEDDPICC, SPICED and Challenger.
• Proven ability to coach, develop and performance‑manage Account Executives.
• Excellent verbal and written communication skills in French (native or near‑native) and English (professional); proficiency in Spanish or Italian is a plus.

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.