Sales Development Representative, SME & Growth Business

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 250,000 businesses worldwide – including Brex, 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 2,300 of the brightest and most innovative people in tech across 27 offices around the globe.

Valued at US$11 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 role As a Founding SDR (Germany) , you will serve as the growth engine for Airwallex’s expansion in the DACH region. This is a zero-to-one builder role: you will not just execute outbound sequences, you will design the playbooks, test AI-assisted outreach tools, define our Ideal Customer Profile (ICP), and establish the foundation for our German pipeline.

Operating with an entrepreneurial mindset, you will bridge the gap between marketing initiatives and closed deals, driving high-value opportunities into the funnel. For top performers, this role offers a clear trajectory into a Closing Business Development Manager (BDM)/Account Executive role. What You’ll Do Build and Scale German Outbound: Design, iterate, and execute a modern, AI-assisted outbound strategy (sequencing, enrichment, lead scoring) tailored specifically to the German market.

Generate and Qualify Pipeline: Identify high-value accounts, initiate contact via multi-channel plays (cold calls, personalized email, social selling), and qualify interest to generate high-volume, high-quality sales pipeline. Create Playbooks and Assets: Develop and test target prospect plays across the buyer journey, creating the scalable tools, messaging frameworks, and assets needed for market expansion. Product-Led Collaboration: Partner closely with Marketing and Product teams to launch bespoke, localized campaigns and turn market feedback into actionable insights.

Seamless Sales Hand-Offs: Move qualified prospects smoothly through the early funnel, uncovering deep business needs before briefing sales leadership for closed-loop hand-offs. CRM and Data Hygiene: Maintain meticulous CRM records, monitor activity SLAs, and analyze outbound performance metrics to continuously optimize response and conversion rates. What You’ll Need Proven SDR Track Record: 1+ years of experience in a high-performing B2B SaaS or Fintech SDR/BDR role with a history of exceeding targets.

Zero-to-One Mindset: Demonstrated experience setting up or refining outbound strategies (ICP definitions, playbooks, toolstacks) in a new or early-stage market. Language Proficiency: Native or bilingual fluency in German (verbal and written) and professional working fluency in English . AI and Modern Sales Tech Stack: Hands-on experience leveraging modern outbound AI tools (such as automated enrichment, AI co-pilots, intent data, hyper-personalized messaging).

Bias for Action: Thrives in ambiguity, acts with high urgency, and brings a hyper-growth, team-first attitude. At Airwallex you’ll have the ability to make an impact in a rapidly growing, global fintech. We want you to share in our success, which is why you’ll be offered a competitive salary plus valuable equity within Airwallex.

We also like to ensure we create the best environment for our people by providing a collaborative open office space. We organize regular team-building events and we give our people the freedom to be creative. 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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