Head of Sales, SME & Growth, Brazil

About Airwallex

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 676,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own.

We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific.

We're co-headquartered in San Francisco and Singapore, with more than 2,300 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles to see it in full.

About the team

The SME & Growth 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 Sales, SME & Growth, 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.

Please submit resumes in English

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:

• 8+ 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, 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

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.