Title: Sales Development Representative Upsell - Remote Location: Sydney, New South Wales 2000, Australia Remote Full-time Job Description: Who we are Employment Hero is on a mission to make employment easier and more valuable for everyone. Our Employment Operating System brings hiring, HR, payroll and benefits into an all-in-one solution. Since our inception in 2014, we've scaled to a $2 billion valuation and gained a presence in 6 countries globally - Australia, New Zealand, Singapore, Malaysia, the UK and Canada. We now service over 300,000 businesses and more than 2 million employees. The EH Way - At Employment Hero, we're proud of our unique DNA, which we call The EH Way. - We are Mission First - everything we do (from what we work on, to how we allocate capital and where we focus) is driven by our Mission - We are Remote First - we champion a remote environment with a preference for asynchronous communication and a high degree of autonomy - We are AI First - we are committed to using AI to accelerate our mission; AI is not just a tool, it's a fundamental part of how we operate, innovate, and scale - We are Apolitical - we do not take a position on political or social topics, unless it relates to our Mission - We Live by Our Values - we role model our values 100% of the time - We Expect High Performance - we set a high standard and we're not satisfied with being average This role Kickstart your sales career: $72k base, $128,640 OTE uncapped, 140%+ achievable. As an Upsell Outbound Sales Development Representative, you'll play a crucial role in driving growth across our ANZ customer base through proactive outreach and targeted upsell strategies. Working closely with our Account Executives and guided by an experienced Sales Development Manager, you'll be responsible for identifying expansion opportunities within existing customer accounts and reigniting conversations with dormant or under-utilised customers. With your curiosity, persistence, and strong relationship-building skills, you'll spark interest in additional products and drive value through Employment Hero's suite of solutions. This is a perfect role for someone looking to break into SaaS sales, with a clear path to becoming an Account Executive and a focus on internal career progression. This role must be based in Australia. Your key focus areas will be: Proactively generate and qualify outbound upsell opportunities within existing customers through personalised outreach.Re-engage disengaged accounts to identify renewed interest or expansion potential.Collaborate with Account Executives to progress and close deals, ensuring a seamless handover process.Build and maintain a healthy outbound pipeline within your assigned customer segment.Partner with Customer Success and Marketing to surface expansion signals and uncover customer pain points. This will include: Researching existing accounts to uncover expansion opportunities and identify key stakeholders.Initiating outbound outreach via phone, email, LinkedIn, and other channels to drive interest in additional Employment Hero products. Conducting engaging discovery calls to understand business needs and align solutions accordingly. Routing qualified opportunities to Account Executives for further development and closure.Keeping detailed and up-to-date records of all outreach and conversations in CRM tools.Participating in outbound campaigns in collaboration with Marketing to support product launches and strategic initiatives. Who you are: To thrive at Employment Hero, you'll need to embody The EH Way - operating with focus, agility, and an obsession with impact. For this role, you'll also bring: Proven experience in outbound B2B sales, lead generation, or SDR roles. Confidence in prospecting and cold outreach, particularly via phone and email.Strong communication and storytelling abilities with the capacity to engage and influence decision-makers.Experience using tools like Outreach, Salesforce, LinkedIn Sales Navigator, and ZoomInfo/Lusha.A goal-oriented mindset and a track record of hitting or exceeding KPIs.Resilience, curiosity, and the ability to think on your feet in a fast-paced environment. What we can offer At Employment Hero, we don't just talk about a better way to work - we live it. Joining Employment Hero means - You will work remotely, with the flexibility to own your time and impact - You will access cutting-edge tools to amplify your work, knowledge and outputs - You'll surround yourself with ambitious, outcome-driven colleagues who challenge you to do the best work of your life - You'll own ESOP (employee share options) in one of the world's fastest-growing tech companies - You'll also have access to a wide range of benefits that includes - a very generous parental leave policy, subsidised egg freezing (so you can make the choice that's right for you, on your terms), a WFH office expense budget, and outstanding learning & development opportunities At Employment Hero, we are committed to safeguarding the privacy of your application data. To understand how we do so, you can read our Applicant Privacy Policy here employmenthero.com/legals/applicant-policy/ Employment Hero celebrates diverse perspectives and experiences, we invite people of all backgrounds and identities to apply for this position.

• Identifying and qualifying conversion, upsell, and cross-sell opportunities within the existing free and paying customer base • Educating customers on additional features, higher plans, or complementary products • Generating a qualified expansion pipeline and handing off opportunities to Sales or Account Executives • Supporting lifecycle and expansion campaigns with targeted outreach and follow-up • Partnering with Growth and Lifecycle Marketing on campaigns, messaging, and customer journeys • Maintaining accurate CRM data, documenting conversations, outcomes, and customer feedback • Proactively reaching out to customers showing churn risk, low engagement, or product friction • Re-engaging inactive or at-risk accounts through email, calls, and LinkedIn • Collecting and sharing churn insights and objections with Customer Success, Product, and Growth teams • Using CRM and product usage signals to prioritise accounts and actions • Continuously improving processes based on data and feedback

• Research and build targeted prospect lists (gyms, wellness clinics, health coaches, corporates) • Execute outbound outreach via email, DM, and LinkedIn • Manage and follow up leads through a CRM (HubSpot, GoHighLevel, or similar) • Book discovery calls and manage the founder's calendar • Track outreach metrics and report weekly on pipeline activity • Support basic content scheduling and social media engagement where required

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 2,200 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 We're not just looking for someone who can hit their targets, we're looking for someone who embraces creativity and thinks outside the box. We're looking for someone who is passionate about learning and constantly seeks improvement. We're committed to providing our SDRs with the training and support they need to succeed, because we believe our SDRs are AE's in training. This role is based in San Francisco. Responsibilities: - Researching and identifying potential clients across multiple industries - Reaching out to prospects through various channels (email, phone, social media) and understanding their needs - Presenting our innovative solutions and crafting compelling value propositions - Qualifying opportunities and scheduling appointments for our Account Executives, teaming up with them to land accounts Who you are We're looking for go-getters who are hungry to learn, thrive under pressure, and are ready to build a career in sales. Here's what we'd love to see: Minimum qualifications: - You hold a bachelor's degree or have earned your stripes through hands-on experience. What matters most is that you're genuinely excited about tech and what Airwallex is building. Preferred qualifications: - Experience or eagerness to work in a fast-paced, high-growth environment where you're building things from the ground up - Prior experience with outreach - whether through cold calling, fundraising, real estate, sports, internships, campus programs, etc- is a plus - A resourceful, figure-it-out mindset - you don't wait to be told what to do and find a way to get results - Strategic thinker and able to drive 'partnership' conversations vs. 'sales' conversations - Excellent written and verbal communication skills - You have strong analytical skills and an organized way of thinking and working - Knowledge of GSuite and sales tech tools like Salesforce, Outreach, Zoominfo, LinkedIn Sales Navigator, etc. is a plus 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. #BI-Hybrid