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 (ISR) at Airwallex, you will drive Airwallex's future growth engine by working with the Marketing and Account Executive team to qualify leads that will build Airwallex's sales pipeline. You will be managing a portfolio of small and medium enterprise (SME) leads who want to sign up to our platform, you will also be shaping our initial processes, customer segments and our product experience. Additionally, you will work closely with stakeholders across Airwallex to help optimise our technology, workflow, on-boarding of new clients, compliance and provide insights to our Growth team. Responsibilities: - Own our inbound sales process from end to end for our SME customers. From initial outreach, product demonstration, closing the account and helping our customers get familiarised with our products. - Be an expert across Airwallex's product offerings and how specific products can resolve customers pain points. - Create a strong first impression to our customers and prospects by providing them with a world-class experience and product expertise. - Achieve revenue targets from new customers. - Engage in customer conversations, understanding what their needs are and how we can help their business scale. - Focus on great customer experience, resolving incoming support inquiries in a timely manner to ensure a great customer experience. - Work across diverse global offices and different team functions. Requirements: - You have experience - at least 2+ years of B2B experience in a sales related role. - Strong motivator and self starter who is able to operate in a hyper growth environment. - Strong verbal and written communication in English. Mandarin is preferred - You have worked previously with complex sales, feeling comfortable selling to senior executives and business owners. - You are a relationship builder - you build meaningful, collaborative relationships with all people that you work with, both internally and externally. - You can speak to anyone - you should have exceptional communication skills and be comfortable conversing with people of all backgrounds and domains. 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.

• Signal-Based Prospecting: Use LinkedIn Sales Navigator and MediaRadar to identify high-value accounts experiencing "trigger events" (new funding, leadership changes, or campaign launches). • AI-Enabled Outreach: Act as a "Human-in-the-Loop," utilizing agentic AI tools to automate deep research and personalize messaging at scale. • Multichannel Execution: Design and run "surround sound" sequences across email, phone, LinkedIn, and video touchpoints. • Market Intelligence: Act as a front-line researcher, gathering insights on competitor positioning and buyer objections. • High-Velocity Qualification: Respond to inbound leads within tight SLA windows, ensuring a premium "first touch" experience. • Strategic Discovery: Lead structured discovery calls to assess BANT (Budget, Authority, Need, and Timeline) before routing qualified opportunities.

• Own a personal pipeline-generation quota into our ICP: L&D, HR, and People leaders at mid-market and enterprise companies. • Run multi-channel outbound — email, LinkedIn, phone, video — with the kind of personalization that actually breaks through to senior buyers. • Partner closely with Account Executives to land target accounts, multi-thread complex orgs, and build pipeline that converts. • Coach peers on their cadences, calls, emails, and account strategy. • Co-build and iterate on the SDR playbook alongside the CRO and Marketing team — cadences, scripts, ICP definition, qualification, handoff motion. • Help interview, onboard, and ramp new SDRs as the team grows.

Role Description Du bist Vollblut-Verkäufer und würdest gerne in einem der schnellst wachsenden Remote-Ed-Tech Unternehmen im deutschsprachigen Raum arbeiten? Mit unserem Unternehmen LOTARO haben wir aktuell ein Remote-Team aus +15 High-Performern. Konkret suchen wir nach Verstärkung in unserem Setting Team. - Extremer Produktfokus → du verkaufst ein echt gutes Produkt! - Starkes Wachstum durch interne Weiterbildungen - Einkommen selbst in der Hand haben - Gute Aufstiegsmöglichkeiten bei starker Performance (Setter/Closer) - Aufstrebendes Unternehmen mit großer Vision - Flexible Arbeitsplatzgestaltung durch Remote-Kultur - Qualifizierung von Leads - Telefonische Vereinbarung von Sales Calls Qualifications - Erfahrung im Sales Bereich (B2B) - Kommunikative Persönlichkeit - Guten Umgang mit Menschen - Volle Verfügbarkeit - den Willen Vollgas zu geben Requirements - Berufserfahrung: Vertrieb (B2B): 1 Jahr (notwendig) - Sprache: Deutsch (Erforderlich) Benefits - Betriebliche Weiterbildung - Flexible Arbeitszeiten - 100% remote – arbeite von überall Company Description LOTARO steht für skalierbare und praxisnahe Trainings in People Skills, die Teams wirklich weiterbringen. Wir kombinieren interaktive Formate mit hoher Qualität, um messbaren Verhaltenswandel zu schaffen – und damit echten ROI für HR und Business. Unsere Plattform macht den Zugang einfach, garantiert geprüfte Inhalte und bietet die Möglichkeit, sich mit Fachleuten über Unternehmensgrenzen hinaus zu vernetzen.