Sales Development Representative, Mid-Market

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. 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
The Mid-Market segment is the cornerstone of the US economy, accounting for ⅓ of its GDP. The Airwallex US Mid-Market sales team is a newly founded GTM team focusing on companies with 500-2,000 employees and global financial operations. We deliver spend management solutions that fill the unmet needs of the finance leaders. Our unique value proposition is centered around unparalleled global coverage, unified payment infrastructure and spend management software, and end to end coverage of the full treasury cycle from account receivables (acquiring, billing) to global banking to spend management (corporate cards, bills, reimbursement, and procurement). We are a group of ambitious innovators who are passionate in helping mid market companies transform their financial operations and grow without borders.
What you'll do
We are looking for a goal-oriented founding sales development lead for the newly-established Mid-Market team. This role is ideal for someone with several months of SDR experience, offering a unique opportunity to shape initial processes and platform clientele experience. You will generate and cultivate leads through strategic messaging to decision-makers. You will also collaborate globally to relay feedback and influence the US go-to-market strategy.
You will target companies with 500-2,000 employees and an ACV of $100k. You will be part of the founding GTM team for the US Mid-Market business, reporting to the Head of Mid-Market.
This role is based in San Francisco or New York City.
Responsibilities:

• Join the fastest growing team in Airwallex's Global Commercial org
• Have autonomy and flexibility to develop and refine our sales processes
• Develop and execute plans, partner with AEs to close business within this segment
• Work with AE's to build outbound strategies to create and nurture opportunities
• Attract and start relationships with executive stakeholders at new and existing clients
• Research and connect with leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and financial analyses
• Engage with Product and Engineering teams to help drive product strategy

Who you are
We're looking for people who meet the minimum qualifications for this role. The preferred qualifications are great to have, but are not mandatory.
Minimum qualifications:

• Bachelor's Degree or equivalent work experience
• 12 months experience in sales, account management, or any related customer service
• Start-up, fintech, or software B2B experience

Preferred qualifications:

• A relationship builder - you have a dynamic personality, love talking to potential customers, listening to their needs, and explaining the benefits of the Airwallex platform to potential customers customers
• Excellent interpersonal and communication skills
• A closer - while you don't need much sales experience, you need to be driven and eager to move conversations forward
• You obsess over a great customer experience - when you get a support inquiry, you will want to get it resolved as soon as possible in the best way to ensure a great customer experience
• Motivated and motivational - you have a knack for getting people and customers excited to see the benefits Airwallex will bring to their business
• Willing to learn and adaptable - you don't need to have it all figured out, you just have to have a desire to learn and always be willing to improve and adapt
• You are a great communicator on the phone and via email - you can provide information verbally and in a collaborative fashion with great customer rapport
• You are a great team player - you'll be working with people across diverse global offices and will need to work collaboratively with them

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 email address. Please apply only through careers.airwallex.com 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.
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