SDR Manager

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 https://www.airwallex.com/en-us/operating-principles to see it in full.   What you’ll do As Manager, Sales Development, you will own and scale Airwallex’s outbound sales development function in one of our key growth markets. This is a hands-on leadership role for someone who enjoys building as much as managing. You’ll develop the outbound strategy for Israel, coach and mentor SDRs to become exceptional prospectors and commercial talent, and establish the processes, tools and operating rhythms required to consistently generate high-quality pipeline. You’ll partner closely with Account Executives, Marketing and Revenue Operations to sharpen our go-to-market strategy and build a repeatable pipeline-generation engine for Israel. Responsibilities: - Own and evolve the outbound SDR strategy for Israel, including ICPs, target accounts, vertical prioritization, messaging, sequencing and multichannel prospecting. - Lead, mentor and develop SDRs, providing hands-on coaching across cold calling, messaging, research, qualification, objection handling and opportunity creation. - Build and scale the SDR function, including hiring, onboarding, performance management and career development as the team grows. - Own pipeline-generation targets and funnel performance, using data across activity, conversion, opportunity quality and pipeline coverage to continuously improve results. - Partner closely with Account Executives and Marketing on territory strategy, qualification, campaigns, events and vertical-specific initiatives. - Establish high-performance operating rhythms across call coaching, pipeline reviews, enablement and team execution. - Champion effective use of Salesforce, Outreach, Sales Navigator, data, call intelligence and AI tools to improve SDR productivity and performance. Who you are We’re looking for a hands-on sales development leader who combines strong people leadership with a builder mentality and is equally comfortable coaching SDRs, analysing funnel performance and improving outbound strategy. Minimum qualifications: - 5+ years of experience in sales development or outbound sales, including 2+ years leading SDR/BDR teams, ideally within a high-growth SaaS, fintech, payments, or technology environment. - Proven track record of building high-quality pipeline and coaching SDRs to consistently meet or exceed their targets. - Experience hiring, onboarding and performance-managing SDRs and building or significantly improving an outbound motion. - Strong analytical skills and experience managing performance through conversion, qualified pipeline and pipeline coverage, not activity alone. - Hands-on proficiency with Salesforce and sales engagement platforms such as Outreach or Salesloft. - Fluent Hebrew and English, with strong communication skills and the ability to thrive in a fast-moving environment. Preferred qualifications: - Experience prospecting, selling or developing business in the Israeli market, with a strong understanding of the local business landscape and communication style. - Previous experience in fintech, payments, financial services or complex B2B technology. - Experience building or scaling an SDR function and using modern sales technology and AI tools to improve targeting, coaching and productivity. Why Airwallex At Airwallex, you’ll have the ability to make an impact in a rapidly growing, global fintech. We offer a competitive salary plus valuable equity. We create a great environment for our people with a collaborative open office and a fully stocked kitchen, regular team‑building events, and the freedom to be creative. Location and ways of working - Role based in Tel Aviv, with a hybrid setup (minimum 3 days per week in office). - Occasional travel for client meetings and events. 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 http://airwallex.com email address. Please apply only through careers.airwallex.com http://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.