Sales Development Representative, Japan

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 to see it in full.

About the team

The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers.

What you'll do

As a Sales Development Representative (SDR) at Airwallex, you will drive Airwallex’s future growth engine by working with the SME & Growth Account Executive team to qualify leads that will build Airwallex’s sales pipeline. You get excited about engaging with prospects to qualify needs better, thinking creatively and independently about outreach strategies and working with colleagues in marketing to devise bespoke, product-led marketing initiatives. You are adept at identifying high-value opportunities and capable of managing early sales funnel activities.

With the commission structure for this role, there is a significant upside for won opportunities. If you’re hungry, smart, persistent, and a great teammate, we want to hear from you!

Responsibilities:

• Move solid leads through the funnel connecting them to a salesperson, and arranging meetings.

• Initiate contact with potential customers by calling or responding to inquiries generated by the Marketing Team.

• Execute ‘plays’ or designed touchpoints in a customer journey through cold calls, emails, chat and social media.

• Develop relationships with prospects to uncover needs through effective questioning to qualify interest and viability to prepare hand-off to sales.

• Present product information to customers once you have identified their needs.

• Follow-up with potential customers who expressed interest but did not initially result in a sales opportunity.

• Perform regular follow-up calls or emails and facilitate communication with existing customers to deepen relationships and identify new potential needs.

• Effectively work through lead list meeting/exceeding SLAs, consistently update activity and contact information within the CRM system and support weekly reporting efforts.

• Inform and recommend outreach strategies and best practices by testing various touchpoints.

• Collaborate and provide feedback and insights to Marketing to help improve targeting and messaging.

Who you are

• Track record of top performance or prior success in an SDR-related role (a minimum of 1-year experience required)

• Native-level fluency in Japanese and business-level English (spoken and written)

• Strong interest in technology

• Self-starter who is able to operate in a hyper-growth environment

Airwallexについて

Airwallexは、グローバル企業向けの統合型決済・金融プラットフォームです。独自開発のインフラとソフトウェアを基盤に、世界250,000社以上の企業（Brex、Rippling、Navan、Qantas、SHEINなど）に対し、ビジネスアカウント、決済、支出管理、資金管理、さらにはEmbedded Financeまでを一元的に提供しています。

2015年にオーストラリア・メルボルンで創業したAirwallexは、現在世界27拠点に2,300名以上のメンバーを擁し、企業価値は110億米ドルを超えています。Visa、Mastercard、Sequoia Capital、Salesforce Venturesなど世界有数の投資家の支援を受けながら、次世代のグローバル金融インフラを構築しています。

Airwallexが求める人物像

私たちは、起業家精神を持ち、自ら課題を見つけて解決できる「Builder」を求めています。

オーナーシップを持って行動し、スピード感のある環境で成果を出し続けられる方。高い専門性と論理的思考力を持ちながらも、謙虚さと協調性を兼ね備え、チームとともに大きな成果を創り出せる方。

また、AIを活用しながら効率的に課題解決を行い、複雑で影響力の大きい課題に挑戦したい方に最適な環境です。

チームについて

AirwallexのSME & Growth Businessチームは、中小企業（SME）がグローバル市場で成長するための支援を行う営業組織です。金融領域における深い専門知識と成長志向を組み合わせ、お客様の課題を理解しながら、クロスボーダー決済の効率化や新たな収益機会の創出を支援しています。

ポジション概要

Sales Development Representative（SDR）は、Airwallexの将来の成長を支える重要なポジションです。SME & Growth Account Executiveチームと連携しながら、見込み顧客の発掘・商談創出を行い、営業パイプラインの構築を推進していただきます。

顧客とのコミュニケーションを通じて課題やニーズを把握し、最適な提案につなげることが求められます。また、マーケティングチームと協力しながら、効果的なアプローチ方法や新しい施策の企画・実行にも携わっていただきます。

高い成果に応じたインセンティブ制度も用意されており、成長意欲が高く、主体的に行動できる方にとって大きなチャンスのあるポジションです。

主な業務内容

• 見込み顧客を適切に選別し、営業担当（Account Executive）へ引き継ぐための商談設定を行う

• マーケティングチームが獲得したリードへのフォローアップ、および新規見込み顧客へのアプローチ

• 電話、メール、チャット、SNSなどを活用し、顧客接点を創出する

• 効果的なヒアリングを通じて顧客の課題やニーズを把握し、商談機会を創出する

• 顧客ニーズに応じてAirwallexのサービスやプロダクトを紹介する

• 興味を示したものの商談化に至らなかった見込み顧客への継続的なフォローアップ

• 既存顧客とのコミュニケーションを通じて関係を深め、新たなビジネス機会を発掘する

• CRMシステム上で顧客情報や営業活動を正確に管理し、KPIやSLAを達成する

• アウトリーチ施策の改善に向けて様々なアプローチ方法をテストし、ベストプラクティスを構築する

• マーケティングチームへフィードバックを提供し、ターゲティングやメッセージングの改善に貢献する

応募資格

必須要件

• B2B営業またはリードジェネレーション、インサイドセールスにおいて1年以上の実務経験

• 高い成果を継続的に上げた実績

• 優れたコミュニケーション能力（口頭・文章）

• テクノロジー業界やFinTech分野への強い興味・関心

• ネイティブレベルの日本語力およびビジネスレベルの英語力（読み・書き・会話）

• 変化の速い成長環境（ハイグロース環境）で柔軟に対応できる方

歓迎要件

• SaaS、FinTech、決済、IT業界での営業経験

• CRMツール（Salesforceなど）の利用経験

• スタートアップや急成長企業での勤務経験

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 email address. Please apply only through 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.