• Lead research & outreach: Identify and qualify new target accounts (inbound & outbound). • Initiate first contact: Reach decision-makers by phone, email, and via LinkedIn. • Assess needs: Conduct brief needs analyses and highlight potential use cases for Wholix. • Build pipeline: Prepare and document qualified meetings for the sales team. • Collaboration: Work closely with Marketing and Account Executives to execute the go-to-market strategy.

• The German & Austrian markets are filled with ambitious companies trapped by hiring borders. • Your mission is simple but powerful: Turn Germany & Austria into WorkMotion Territory. • You won't just be making calls and shooting generic AI-generated outreach – you'll be the architect of first impressions, the detective uncovering growth opportunities, and the matchmaker connecting ambitious companies with borderless hiring solutions. • Your goal will be to make strategic high-volume outreach feel strategic and personal, turning every touchpoint into a stepping stone toward your 20+ qualified monthly demos. • You'll become the go-to expert on every high-growth company worth knowing in Germany & Austria, and when a startup that hires remotely gets Series A funding or a scale-up announces international expansion, you'll be the first person they hear from. • Identify companies at their inflection point: fresh funding, new market expansion, or rapid remote hiring sprees. • You master LinkedIn Sales Navigator, HubSpot, and AI to prioritize your target lists and contact personas – and reach out at the exact moment they realize they need global hiring solutions. • Phone calls that create familiarity; written, video and voice messages on LinkedIn so relevant that they feel like they're from a trusted advisor and emails that cut through the noise. • Go beyond single-contact outreach and master multithreading by identifying and connecting with multiple stakeholders across departments. • Target high-growth companies already hiring remotely or ready to scale globally. • Deliver 20+ qualified demos per month and become your AEs’ right hand by showcasing your strategic thinking, creativity and market understanding. • Align closely with marketing colleagues to share feedback on current market trends and to adapt messaging and targeting together.

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 200,000 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 2,000 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 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 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 an Inbound Sales Representative, SME & Growth, you'll join our fast-growing and dynamic team to drive Airwallex's future growth engine across Southeast Asia. You will challenge the norms, never settle, and relentlessly find a way to create an even better experience for future clients. You'll be responsible for the end-to-end sales funnel of SME leads - from prospecting, qualifying, pitching, onboarding, to activating new clients. You'll collaborate closely with Marketing and Channel Partnerships to maximise revenue and business priorities, and as a key member of the team, you'll share valuable insights to help create an even better experience for future clients. This role is based in Singapore, but covering the Indonesia market. Responsibilities: - Advocate for Airwallex: Create a strong first impression to our prospects by providing them with an end-to-end world-class experience and product expertise. - Identify Opportunities: Utilize data and speak with prospects to qualify and understand how our use cases can address their business needs and pain points. - Educate and Activate: Teach customers how to leverage the full range of Airwallex products, and ensure adoption of our products. - Champion Customer Needs: Act as the voice of the customer within Airwallex, ensuring their needs and feedback are heard and addressed. - Collaborate Cross-functionally: Work closely with Marketing and Channel Partnerships to optimise lead flow and maximise revenue. - Outbound Tactically: Identify high-potential prospects and use effective strategies to generate leads, understand prospects' pain points to propose solutions, leading to revenue growth. - Maintain Operational Excellence: Consistently update CRM records, support reporting efforts, and ensure efficient processes throughout the sales cycle. - Meet or exceed activity and revenue targets, such as call volume, meetings booked, and clients onboarded. 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: - Driven, resilient, and willing to put in the hard work needed to achieve your KPIs. - Comfortable in calling 40 leads a day, or more, to ensure coverage across leads assigned to you. - Experienced in engaging with both internal and external stakeholders succinctly and confidently. - Able to efficiently work at scale with many leads, demonstrating strong prioritisation and time management. - Excellent communication skills in both Bahasa Indonesia and English. - Knows how to problem solve, address, and resolve issues effectively. - 3 years or more experience preferred, but we are also open to driven candidates who believe they have what it takes to excel in this role. Preferred qualifications: - Experience in fintech, payments, SaaS, or a high-growth startup environment. - Familiarity with Indonesia market and SME/ startup customer segments. - Proficiency with CRM tools (e.g., Salesforce) and Google Suite. - Bachelor's degree in Business, Marketing, Finance, or a related field. 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.

• Qualify outbound prospects by identifying the right customer profile, uncovering pain points we can solve, and generating genuine interest to move forward • Prospect into target accounts (ABM) - understand industries, map buying committees, and partner with sales and marketing to build engagement • Communicate our company pitch crisply to senior executives, adjusting the message in real time to fit what the buyer actually cares about • Run multi-channel outreach sequences across email, phone, LinkedIn, and AI-powered prospecting tools • Own your pipeline: set meetings, track all activities in CRM, and ensure clean, detailed handoffs to the sales team • Overachieve on monthly and quarterly quotas, not just hit them • Help define and iterate on the SDR playbook: messaging, sequences, outreach cadences, and qualification criteria • Onboard and manage new SDRs, sharing what works from firsthand experience on the front lines • Identify tooling and process gaps and bring ideas to leadership on how to close them • Collaborate with marketing on campaign follow-up, event strategy, and feedback loops from the field.