Account Executive Team Manager, SME & Growth

About the role

This position involves leading a team of Account Executives focused on small to medium-sized businesses (SMBs) in the DACH region. You will act as a player-coach, managing a team quota while also handling a personal sales quota for a select number of opportunities. This role is crucial for establishing and scaling the sales operations in a developing market.

Key facts

What you'll do

• Guide and develop a team of 4-8 Account Executives who serve SMB and mid-market clients.
• Implement and maintain a structured sales rhythm, including pipeline and forecast reviews, deal strategy sessions, and call reviews.
• Provide direct support and co-ownership for strategic and complex deals with your team members.
• Enforce sales methodologies like MEDDPICC and SPICED, ensuring consistent qualification and messaging.
• Recruit and onboard top talent, offering clear expectations and development paths.
• Contribute to the DACH go-to-market strategy, collaborating with marketing and partnerships.
• Take responsibility for quota attainment, pipeline coverage, and conversion, providing regular performance updates.

Requirements

• At least 6 years of B2B sales experience, with 3 or more years as a closing Account Executive in SMB or mid-market segments.
• Over 2 years in a front-line sales leadership role, managing Account Executives and holding a team quota.
• Background in high-growth tech or fintech, particularly with payments, FX, cards, accounts, or spend management products.
• Proven experience launching or expanding a new market, region, or business line.
• Practical experience building outbound sales motions with SDRs and Marketing teams.
• Strong command of sales methodologies such as MEDDPICC, SPICED, or Challenger.
• Demonstrated ability to coach, develop, and manage the performance of Account Executives.
• Excellent verbal and written communication skills in German (native or near-native) and English (professional).

Skills & tools

• MEDDPICC
• SPICED
• CRM systems

Practical notes

• This role is based in Paris, requiring a minimum of 3 days per week in the office.
• Airwallex does not accept unsolicited resumes from recruiters or search firms.
• All official communications will originate from an @airwallex.com email address.