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Airwallex Logo Airwallex · Sales

Sales Manager, SME & Growth

Japan, Tokyo · Job Posted February 21, 2026
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Job Description

As a Sales Manager, Japan, you will actively contribute to the country’s sales strategy and execution - managing the Japan sales team while also building and scaling channel partnerships as a key growth engine. Your mission is to drive rapid customer acquisition, revenue growth, and market share expansion across Japan’s SME and mid-market segments. This is a high-impact leadership role where you’ll work cross-functionally with strategy, product, marketing, and operations to establish Airwallex as the default fintech platform for Japanese businesses.

Job Responsibility

  • Actively contribute towards and execute the go-to-market strategy for Japan, including direct sales and channel-driven approaches, aligned with company-wide goals
  • Build, manage, and mentor the Japan sales team, ensuring strong execution, continuous improvement, and career development
  • Design and scale a robust channel partner program in Japan - identifying, onboarding, and enabling partners (e.g., e-commerce/digital agencies, incorporation agents, accountants etc.) to generate high-quality referrals and drive growth
  • Act as a thought leader and Airwallex brand ambassador, building strategic relationships with key ecosystem players including start-up investors, accelerators, and other relevant communities
  • Partner with marketing teams to launch high-impact campaigns and co-marketing activities with both direct and channel leads
  • Provide strategic market feedback to product and operations teams to shape offerings and ensure strong local product-market fit in Japan
  • Report on sales performance, pipeline, and partner impact, with a focus on data-driven decision making and accountability

Requirements

  • Proven experience leading high-performing sales teams, with a strong track record of delivering growth and managing full-cycle sales teams in Japan, preferably in a tech/startup environment
  • Demonstrated ability to contribute towards and execute strategic go-to-market plans and work cross-functionally across strategy, marketing, product, and operations teams
  • Proven experience in developing and scaling channel/indirect sales programs in the Japanese market
  • Deep understanding of the Japanese SME and startup landscape, including cultural nuance, decision-making structures, and competitive dynamics
  • Passion for sales and a hands-on, ownership mindset - you’re ready to prospect, pitch, follow up, and close deals end-to-end
  • Ability to navigate competing priorities in a fast-paced environment, with a strong accountability for outcomes
  • Strong leadership, communication, and interpersonal skills - comfortable representing the company with clients, partners, and external stakeholders, as well as being a trusted leader within the Japan sales team
  • Analytical and execution-driven mindset with strong commercial instincts
  • Native-level fluency in Japanese with business-level proficiency in English (spoken and written) to lead local teams and communicate with global stakeholders

Nice to have

  • Experience working in a fast-growing fintech, SaaS, or payments company
  • Track record of launching or expanding a business into a new market or vertical
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