Head of Sales, SME & Growth

Airwallex
Tokyo
Workplace: OnsiteFull timeFunction: SalesSkills: ["Communication","Leadership","Problem-solving"]

Lead the Japan sales organization for Airwallex, driving rapid customer acquisition and revenue growth in SME and mid-market segments. Build and scale a channel partner program, mentor local sales teams, and collaborate cross-functionally with strategy, product, marketing, and operations to establish Airwallex as the default fintech platform for Japanese businesses.

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Airwallex
Airwallex
7 months ago

Head of Sales, SME & Growth

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Last checked: 13 hours agoStatus: Live

Job Summary

Lead the Japan sales organization for Airwallex, driving rapid customer acquisition and revenue growth in SME and mid-market segments. Build and scale a channel partner program, mentor local sales teams, and collaborate cross-functionally with strategy, product, marketing, and operations to establish Airwallex as the default fintech platform for Japanese businesses.
Location: Tokyo
Workplace: Onsite
Employment Type: Full time
Job Function: Sales

Key Responsibilities

  • •Actively contribute towards and execute the go-to-market strategy for Japan, including direct sales and channel-driven approaches, aligned with company-wide goals
  • •Build, manage, and mentor the Japan sales team, ensuring strong execution, continuous improvement, and career development
  • •Design and scale a robust channel partner program in Japan - identifying, onboarding, and enabling partners (e.g., e-commerce/digital agencies, incorporation agents, accountants etc.) to generate high-quality referrals and drive growth
  • •Act as a thought leader and Airwallex brand ambassador, building strategic relationships with key ecosystem players including start-up investors, accelerators, and other relevant communities
  • •Partner with marketing teams to launch high-impact campaigns and co-marketing activities with both direct and channel leads

Key Requirements

  • •Proven experience leading high-performing sales teams in Japan, preferably in a tech/startup environment
  • •Demonstrated ability to contribute towards and execute strategic go-to-market plans and work cross-functionally across strategy, marketing, product, and operations teams
  • •Proven experience in developing and scaling channel/indirect sales programs in the Japanese market
  • •Deep understanding of the Japanese SME and startup landscape, including cultural nuance, decision-making structures, and competitive dynamics
  • •Native-level fluency in Japanese with business-level proficiency in English (spoken and written) to lead local teams and communicate with global stakeholders
Experience:FintechPaymentsSaaSJapan
Skills:CommunicationLeadershipProblem-solving
Languages:JapaneseEnglish

Company Brief

Airwallex
Airwallex is a global payments and financial platform that provides business accounts, cross-border payments, treasury, corporate cards, and embedded finance APIs to help companies manage global financial operations and scale internationally.
Industry: Fintech Infrastructure
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series E+
Headquarters: Singapore, Singapore
Founded: 2015
Glassdoor
Glassdoor: 3.7
WebsiteLinkedInGlassdoor