Head of Sales, SME & Growth, Brazil

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 2,700 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.   How you'll make impact As Head of Sales, SME & Growth, Brazil, you’ll shape and execute Airwallex’s commercial strategy in Brazil, working with Americas commercial and strategy leaders to refine target verticals, positioning and value proposition. You’ll build, lead and inspire the commercial team across Sales Development, Account Executive and Channel Partnerships, creating a high-performing organization that delivers exceptional results. You’ll lead from the front as a player-coach: engaging customers, closing deals and demonstrating the standards you expect from the team. You’ll drive growth across the full customer lifecycle, from acquisition and activation through retention, expansion and upselling. You’ll partner with Americas and Global Marketing on customer acquisition campaigns, work with Product to improve the experience and tools for Brazilian customers, and represent Airwallex at key events across Brazil’s SME market. This role is Hybrid in São Paulo, Brazil, with 3 days a week in the office. What we're looking for Essentials - 8+ years of progressive go-to-market experience, including experience at a top-tier management consulting firm or in go-to-market leadership at a high-growth company. - 5+ years of experience leading and managing GTM teams across sales, account management and marketing. - Demonstrated experience developing and executing multi-channel customer acquisition strategies and scaling customer acquisition and revenue growth in a B2B environment. - Proven ability to build and scale high-performing commercial teams in high-growth environments. - Direct experience and established connections in the Brazilian fintech market. - Fluency in English and Portuguese. Preferred - Experience launching and scaling go-to-market teams in hyper-growth startups, particularly in fintech or payments. - Evidence of growing a customer base from the ground up. - Experience as a player-coach, with a willingness to contribute directly as an individual seller while leading a team. - An analytical, data-driven and creative approach to growth strategy. - Proven ability to navigate ambiguity and adapt quickly to evolving market conditions, with resilience and innovative problem-solving. - Familiarity with the local payments ecosystem, including PIX and TED, fintech regulations and key fintech players. You'll thrive here if - You have a track record of hitting your numbers, and you’re motivated by stretch goals. - 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 enjoy working closely with people across multiple countries and time zones as part of one connected, global team, including flexing your hours occasionally to make that connection work. - You say what you mean. You’re direct, but you lead with respect. Learn more a