Sales Development Representative, SME & Growth

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 https://www.airwallex.com/en-us/operating-principles to see it in full.

WHAT YOU’LL DO

We are looking for a goal-oriented, entrepreneurial Sales Development Representative to join the founding commercial team in Mexico. In this role, you will be responsible for generating and qualifying new business opportunities as Airwallex launches and scales its Growth business in the Mexican market. You will identify prospective clients, craft compelling outreach, and partner closely with Account Executives to build a healthy pipeline of qualified opportunities. This is a unique opportunity to shape initial processes, influence the go-to-market strategy in a new region, and be part of a team building something from the ground up.

This role is based in Mexico City, MX.

RESPONSIBILITIES:

• Identify and qualify leads through various channels, including phone, email, and social media.

• Build relationships with potential customers and understand their needs and pain points, presenting Airwallex's innovative solutions and crafting compelling value propositions.

• Qualify opportunities and schedule appointments for Account Executives, ensuring a smooth handoff with clear context on prospect needs and fit.

• Develop and execute outbound strategies to create and nurture opportunities, partnering with AEs to drive pipeline within the Growth segment.

• Research and connect with leaders from multiple functions (e.g., Finance, Operations, and Treasury) at target companies to lead discovery conversations and identify use cases for Airwallex's platform.

• Collaborate with Marketing and cross-functional teams on targeted campaigns, content localization, and feedback loops to refine messaging and go-to-market strategy for the Mexico market.

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:

• Bachelor's degree or equivalent work experience.

• 1+ years of experience in outbound B2B sales, account management, or a related customer-facing role.

• Experience or desire to work in a fast-paced environment, particularly in 0-to-1 mode (e.g., helped to launch and grow a new product or region).

• Strategic thinker who is able to drive "partnership" conversations vs. "sales" conversations; solution oriented.

• A FIO (Figure It Out) attitude and willingness to do whatever is necessary to achieve results.

• Excellent written and verbal communication skills in both Spanish and English (native or near-native Spanish fluency required; professional English proficiency required).

• Strong analytical skills and an organized way of thinking and working.

• Proficient in GSuite and sales tech tools like Salesforce, Outreach, ZoomInfo, LinkedIn Sales Navigator, and similar platforms.

Preferred qualifications:

• Prior experience in fintech, payments, SaaS, or financial services, with an understanding of cross-border payments, FX, or global treasury operations.

• Familia