Director, SME, Spain

About the role

Airwallex is looking for a Director, SME, Spain to lead its SME & Growth team on the ground in Spain, a key expansion market for the EMEA region. The role sits in the EMEA commercial leadership team, driving strategic decisions aligned with regional objectives. It covers acquiring new clients (frontbook) and managing existing ones (backbook), driving upsells and cross-sells, and growing the presence to cement Airwallex as a market leader in global banking and payments.

Key responsibilities

• Hire, lead and inspire the SME & Growth teams covering Sales Development, Inbound/Outbound Sales, Account Management and Channel Partnerships, driving them to exceed regional targets.
• Shape and execute the end-to-end go-to-market strategy, using data and market insights to drive growth and profitability and achieve annual OKRs.
• Interface directly with customers and prospects, lead strategic deals and shape customer-focused strategies with the global Product organisation.
• Oversee the commercial contribution margin, budgets and investments, and align incentive structures with global frameworks.
• Recruit, empower and retain top talent, foster a high-performing team culture and lead quarterly Sales Kick-Offs.
• Strengthen the brand in the Spanish market, represent the company at key events and collaborate with regional and global teams on commercial strategies and campaigns.

Required profile

• At least 8 years of experience in sales, revenue growth or go-to-market leadership, including direct P&L ownership and leading cross-functional teams.
• Track record of building and scaling high-performing teams in high-growth environments.
• Strong analytical approach to strategy, with experience using market and customer insights to improve commercial outcomes.
• Excellent communication and stakeholder management, able to influence global product strategies and represent the organisation externally.
• Experience in the Spanish market and native or fluent Spanish.
• Preferred: academic background from top universities, early-career success in consulting or strategic roles, experience launching go-to-market teams in hyper-growth fintech or payments startups, and proven resilience in ambiguous situations.