Sales Development Representative, Mid-Market

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 to see it in full.

About the Team

The Small Medium Enterprise (SME) & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering businesses to thrive in the global economy.

Our Mid-Market team focuses on partnering with established, high-growth and regionally expanding businesses, helping them optimize financial operations, streamline cross-border payments and unlock new opportunities for growth.

We take a consultative, account-based approach to sales, working closely with prospective customers to understand their business models, identify financial inefficiencies and deliver tailored solutions across Airwallex's suite of financial products.

As a team, we are driven by a desire to make a meaningful impact for our customers while continuously improving how we identify, engage and win strategic accounts.

About the Role

Based out of our Singapore office, this role will focus on generating and qualifying high-value opportunities to build Airwallex's Singapore Mid-Market sales pipeline.

As a Sales Development Representative (SDR), you will be responsible for identifying, researching and engaging strategic mid-market accounts through a highly targeted, account-based outbound approach.

Unlike traditional high-volume prospecting roles, this position requires a strong emphasis on strategic account planning, multi-threading and engaging multiple decision-makers within complex organisations.

You will work closely with a designated Account Executive (AE) to develop account penetration strategies, uncover relevant business challenges and create meaningful sales opportunities.

We are looking for someone with a proven track record of successfully prospecting mid-market or enterprise accounts, who combines strong outbound execution with commercial curiosity, creativity and strategic thinking.

You should be comfortable engaging senior stakeholders, navigating complex organisational structures and taking ownership of pipeline quality rather than focusing solely on meeting volume.

Finally, you enjoy building. You are excited to contribute to the development of our outbound strategy, refine our account-based sales motions and help shape best practices as we scale our Mid-Market business.

What You'll Do

Strategic Account Prospecting

Partner closely with your AE to identify, prioritise and penetrate high-value mid-market accounts through targeted, account-based outbound strategies.

Conduct in-depth research into prospective customers' business models, regional operations, financial workflows and existing technology ecosystems to identify potential pain points and commercial opportunities.

Identify relevant opportunities across Airwallex's product offerings, including FX, global payments, payment acceptance, corporate cards and spend management.

Proactively identify trigger events, business developments and growth initiatives that create compelling reasons to engage prospective customers.

Multi-Threading & Stakeholder Engagement

Proactively identify, engage and build relationships with multiple stakeholders within target accounts, including CFOs, Finance Directors, Treasury teams, Operations leaders and other relevant decision-makers.

Develop a strong understanding of organisational structures, key decision-makers, influencers and potential internal champions.

Demonstrate creativity and persistence in penetrating complex organisations, developing multiple entry points rather than relying on a single contact.

Execute highly personalised, multi-channel outreach across calls, emails, LinkedIn and other relevant touchpoints.

Tailor outreach messaging to different stakeholders based on their responsibilities, business priorities and potential pain points.

Build credibility with senior stakeholders through thoughtful, insight-led conversations that demonstrate an understanding of their business.

Pipeline Generation & Opportunity Qualification

Generate high-quality, sales-qualified opportunities within strategic mid-market accounts, prioritising meaningful pipeline creation and progression over meeting volume alone.

Qualify prospects based on business fit, commercial potential, stakeholder engagement and readiness to explore Airwallex's solutions.

Identify potential transaction volumes, international payment requirements, FX needs and other relevant indicators of commercial opportunity.

Maintain accurate account intelligence, contact information, stakeholder maps and opportunity details in Salesforce.

Support a seamless transition from prospecting to discovery by ensuring the AE has relevant account context, identified pain points and a clear understanding of stakeholder dynamics.

AE Collaboration & Strategic Sales Execution

Work closely with your designated AE to develop joint account plans, coordinate multi-stakeholder outreach and execute strategic plays to acquire key mid-market logos.

Collaborate with your AE to identify and engage additional stakeholders as opportunities progress, helping strengthen account relationships and uncover new business needs.

Develop account-specific messaging and creative outreach approaches to unlock difficult-to-reach strategic accounts.

Continuously test and refine prospecting strategies, messaging and outreach sequences to improve engagement, conversion rates and pipeline outcomes.

Leverage data and performance insights to identify effective outreach approaches and prioritise high-potential accounts.

Take ownership of the quality of your opportunity handovers and actively contribute to successful first meetings and subsequent opportunity development

What You'll Bring

Proven Strategic Outbound Experience

Demonstrated track record of top performance in an outbound SDR/BDR role, preferably prospecting mid-market or enterprise customers.

Proven experience penetrating strategic or named accounts through structured account planning, personalised outreach and targeted stakeholder engagement.

Demonstrated success in multi-threading within complex organisations, identifying and engaging multiple decision-makers and influencers across different business functions and seniority levels.

Experience prospecting senior stakeholders, including director-level and C-suite decision-makers.

A proven ability to generate high-quality, sales-accepted opportunities, with an understanding of pipeline progression beyond the initial meeting.

Strong understanding of account-based prospecting methodologies and how to execute targeted outbound campaigns within a defined portfolio of accounts.

Commercial Acumen & Customer Curiosity

Strong business acumen and an ability to research prospective customers, understand their operating models and develop relevant commercial hypotheses.

Ability to translate business challenges into compelling, personalised outreach messaging that resonates with different stakeholders.

Strong discovery and questioning skills, with the curi