Airwallex
Fintech
AccountExecutive,EnterpriseSpend
Neural analysis suggests this role is
optimal for Senior candidates.
“Account Executive, Enterprise Spend at Airwallex. Skills: Enterprise sales, Spend management solutions, Expense solutions. Own end-to-end enterprise sales cycles from prospecting through to contract signature. Build and manage a high-quality pipeline of enterprise prospects”
What You'll Achieve.
Exceeding quota; Closing enterprise deals ($100K+ ARR); Building brand presence in the enterprise spend market; Ensuring seamless handover and early adoption post-implementation; Shaping GTM strategy; Defining the sales playbook; Putting Airwallex on the map in the enterprise spend category
Industry & Context.
Make decisions from first principles, balancing speed and rigor; Use AI to work smarter and solve problems faster; Tackle complex, high-visibility problems
What They're Looking For.
Must Have
5+ years of B2B enterprise software or SaaS sales experience, Proven track record of exceeding quota in a new business (hunting) role, Demonstrable experience closing complex, multi-stakeholder enterprise deals ($100K+ ARR) with long sales cycles, Experience managing the full commercial process: structuring bespoke agreements, negotiating procurement and legal terms, and coordinating across internal teams, Executive presence and credibility, Commercial acumen, Consultative and curious approach, Hunter mentality, Comfortable and able to thrive in a newly formed team without a fully defined playbook, Meticulous with process: rigorous CRM usage, forecasting discipline, and attention to deal quality, Superior written and verbal communication skills
Nice to Have
Background in fintech, spend management, T&E, ERP, or adjacent enterprise software, Accounting knowledge, Additional European languages
What You'll Do.
Own end-to-end enterprise sales cycles from prospecting through to contract signature
Build and manage a high-quality pipeline of enterprise prospects
Conduct white space analysis and account planning
consultative sales processes
Engage and build trust with multiple senior stakeholders
Deliver compelling executive-level presentations and business cases
Represent Airwallex at industry events
and customer roundtables
Partner with Solutions Engineering and Product to run proof-of-concepts and tailored demos
Relay customer insights to the Enterprise Spend product team
Influence roadmap priorities
Collaborate with Marketing on territory demand generation
and competitive positioning
Coordinate with Implementation post-close
Maintain rigorous CRM hygiene
Develop deep expertise in enterprise spend management
Stay current on market trends
customer procurement patterns
and the competitive landscape
Contribute to the development of the Enterprise Spend GTM playbook
How You'll Work.
Team & Collaboration
Partner with Solutions Engineering; Partner with Product team; Collaborate with Marketing; Coordinate with Implementation; Work alongside exceptional, ambitious teammates
Communication Scope
Superior written and verbal communication skills; Executive-level presentations
Full Job Description
ABOUT AIRWALLEX Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 200,000 businesses worldwide – including Brex, Rippling, Navan, Qantas, SHEIN and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale. Proudly founded in Melbourne, we have a team of over 2,000 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us. ATTRIBUTES WE VALUE We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles https://www.airwallex.com/us/operating-principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor. You're humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next. About the Role We are building a new Enterprise Spend team — a dedicated motion focused on winning and expanding large enterprise customers around Airwallex’s spend management and expense solutions. This is a greenfield opportunity: you will be am
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