Account Executive Team Manager, SME & Growth

Account Executive Team Manager, SME & Growth at airwallex

About the role

In this pivotal role, you will oversee a team of Account Executives dedicated to serving small to medium-sized businesses (SMBs) within the DACH region. As a player-coach, you will not only guide your team in achieving their sales targets but also manage your own sales quota by pursuing select opportunities. This position is essential for driving the growth and establishment of sales operations in a rapidly evolving market.

Key facts

• Location: FR - Paris
• Engagement: Full-time
• Compensation: Not specified in source
• Team: SME & Growth Business

What you’ll do

• Lead and mentor a team of 4-8 Account Executives who focus on SMB and mid-market clients, fostering a collaborative and high-performance culture.
• Establish and uphold a systematic sales rhythm that includes regular pipeline reviews, forecasting sessions, and strategic deal discussions.
• Actively participate in complex and strategic deals, providing support and co-ownership alongside your team members.
• Implement sales methodologies such as MEDDPICC and SPICED to ensure consistent qualification processes and messaging across the team.
• Identify, recruit, and onboard high-caliber talent, setting clear expectations and outlining development opportunities for new hires.
• Contribute to the development of the go-to-market strategy for the DACH region, working closely with marketing and partnership teams to optimize outreach efforts.
• Take ownership of quota achievement, ensuring adequate pipeline coverage and conversion rates, while providing regular updates on team performance.
• Analyze sales metrics and trends to identify areas for improvement and implement strategies to enhance overall team effectiveness.
• Foster a culture of continuous learning and development, encouraging team members to pursue professional growth and skill enhancement.
• Collaborate with cross-functional teams to align sales strategies with broader company objectives and market demands.
• Maintain a strong understanding of the competitive landscape and industry trends to inform strategic decision-making.

Requirements

• A minimum of 6 years of experience in B2B sales, with at least 3 years spent as a closing Account Executive in the SMB or mid-market sectors.
• Over 2 years of experience in a frontline sales leadership role, successfully managing Account Executives and achieving team quotas.
• A background in high-growth technology or fintech sectors, especially in areas such as payments, foreign exchange, cards, accounts, or spend management solutions.
• Demonstrated success in launching or expanding into new markets, regions, or business lines, showcasing your strategic acumen.
• Practical experience in developing outbound sales strategies in collaboration with Sales Development Representatives (SDRs) and Marketing teams.
• Proficiency in sales methodologies such as MEDDPICC, SPICED, or Challenger, with a proven track record of applying these frameworks effectively.
• Strong coaching and development skills, with the ability to manage and enhance the performance of Account Executives.
• Exceptional verbal and written communication skills in both German (native or near-native) and English (professional level).

Nice to have

• Experience with CRM systems and sales analytics tools to track performance and optimize sales processes.
• Familiarity with digital marketing strategies and their integration into sales efforts.
• Previous experience in a fast-paced startup environment, demonstrating adaptability and resilience.

Skills & tools

• Proficient in MEDDPICC and SPICED sales methodologies.
• Familiarity with CRM platforms for managing customer relationships and sales pipelines.
• Strong analytical skills to interpret sales data and drive strategic decisions.

Practical notes

• This position is located in Paris, with a requirement to be in the office at least three days a week.
• Airwallex does not entertain unsolicited resumes from recruitment agencies or search firms.
• All official correspondence will be conducted through an @airwallex.com email address, ensuring secure and verified communication.