Director, SME, Spain

About Airwallex Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 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 to see it in full. How you'll make impact Spain is a key expansion market for Airwallex in EMEA. You’ll lead the local SME & Growth business, building its presence and contributing to our regional and global commercial goals. • Lead the SME & Growth teams across sales development, inbound and outbound sales, account management, and channel partnerships. • Build and execute Spain’s go-to-market strategy, using market and customer insights to guide growth priorities and deliver annual OKRs. • Lead strategic customer and prospect conversations, bringing customer needs into partnership with the global Product organisation. • Own commercial contribution margin, budgets, and investment decisions, aligning financial performance and incentive structures with global frameworks. • Recruit, develop, and retain talent, building a high-performing team and leading quarterly Sales Kick-Offs. • Strengthen Airwallex’s presence in Spain, represent the company at key events, and align regional and global teams on commercial strategies and campaigns. You’ll work from our Barcelona office three days a week. What we're looking for Essentials • At least 8 years’ experience in sales, revenue growth, or go-to-market leadership, including direct P&L ownership and leading cross-functional teams toward ambitious targets. • Experience building and scaling high-performing teams in dynamic, high-growth environments. • A strong analytical and data-driven approach to strategy and execution, using market and customer insights to improve commercial outcomes. • Excellent communication and stakeholder-management skills, including experience collaborating across teams, influencing product strategy, and representing an organisation externally. • Strong experience in the Spanish market. • Native or fluent Spanish. Preferred • A strong academic background; experience in consulting or another strategic role earlier in your career is a plus. • Experience launching and scaling go-to-market teams in a high-growth startup, particularly in fintech or payments. • A record of navigating ambiguity, adapting to changing market conditions, and solving problems resourcefully. You'll thrive here if • You own the outcome and you don't wait for permission to fix what's broken. • You're comfortable making decisions with incomplete information and moving quickly anyway. • You have a track record of hitting your numbers, and you’re motivated by stretch goals. …