Head of SME

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 150,000 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 1,800 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$6.2 billion and backed by world-leading investors including Visa, Airtree, Blackbird, Sequoia, DST Global, Greenoaks, Salesforce Ventures, Lone Pine, and Square Peg, 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 SME & Partnerships Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers.

What You'll Do
As Head of SME & Partnerships, Brazil, you have the unique opportunity to strategize and drive the Brazil expansion plan for Airwallex. You will be a key part of the commercial leadership team in the Americas, contributing to decision-making and ensuring alignment with broader regional objectives. You will build and lead the commercial team who are responsible for acquiring, retaining and monetizing customers across the end to end sales cycle and drive exponential growth for Airwallex in years to come. You are able to roll up your sleeves and show how it's done while you build a team building a player/coach mindset.

This role is based in São Paulo, Brazil and in office attendance will be required.

Responsibilities

• Shape and execute commercial strategy in Brazil: Collaborate with Americas commercial and strategy leaders to refine our key verticals, positioning and value prop in Brazil; balance vision setting with rigorous execution
• Build, lead and inspire the SME team: Recruit and oversee Sales Development, Account Executive and Channel Partnerships teams, build a high performing team to deliver exceptional results
• Engage with customers and markets: Engage with customers and close deals yourself as an individual contributor along with being the leader of the commercial team, and drive growth initiatives that involve all aspects of the customer lifecycle (customer acquisition, activation, retention, and upselling)
• Drive global and regional cross-functional collaboration: Partner with Americas and Global Marketing to strategize and execute effective customer acquisition campaigns; partner with Product to build the right user experience and tools for Brazilian customers
• Enhance Airwallex brand and drive strategic collaboration: Serve as prominent representative of Airwallex at key events within the Brazilian SME business segment

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

Minimum Qualifications

• At least 10 years of progressive go-to-market experience, including at a top tier management consulting firms or go-to-market leadership roles in a high-growth company
• 5+ years of experience leading and managing GTM teams of 10 or more, including sales, account management, marketing
• Demonstrated experience in developing and executing multi-channel customer acquisition strategies, and scaling customer acquisition and revenue growth in a B2B environment
• Proven ability to build and scale high-performing commercial teams in high-growth environments
• Direct experience and connections in the Brazilian fintech market
• Fluency in English and Portuguese

Preferred Qualifications

• Experience launching and scaling go-to-market teams in hyper-growth startups, particularly in the fintech or payments sectors
• Evidence of success in growing customer base from the ground up
• Experience being a Player/Coach as needed and love individual contributor work along with being a team lead
• Ability to be analytical, data driven and creative when it comes to growth strategies
• Proven ability to navigate ambiguity and adapt quickly to evolving market conditions, demonstrating resilience and innovative problem-solving
• Familiarity with the local payment ecosystem (e.g., PIX, TED), fintech regulations and key fintech players

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.

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. If you are approached by someone claiming to represent Airwallex, please verify with our team.