Airwallex
fintech
AccountExecutive,Startups
Neural analysis suggests this role is
optimal for Mid candidates.
“Account Executive, Startups at Airwallex. Skills: Full Cycle Sales, Startup Ecosystem Knowledge, Consultative Selling, Korean Language Proficiency. Own the end-to-end sales process for startup prospects. Lead consultative, needs-based conversations with founders”
What You'll Achieve.
build pipeline; convert high-value startup customers; grow their usage of the Airwallex platform; ensure they remain active, satisfied, and expanding their usage; flag churn risks early; proactively identify upsell and cross-sell opportunities; convert VC relationships into qualified, warm introductions; building relationships that extend beyond a single transaction
Industry & Context.
What They're Looking For.
Must Have
>5 years of sales experience in a B2B SaaS, fintech, or payments environment, with a track record of meeting or exceeding targets., Native proficiency in korean to work with the local startup community, Experience selling into venture-backed startups or working within the startup/VC ecosystem (e.g. at an accelerator, VC firm, or startup-focused vendor)., Familiarity with the Korea startup landscape — key VCs, accelerators, co-working communities, and the general rhythm of the ecosystem., Demonstrated ability to run a full sales cycle independently — from self-sourced prospecting through to negotiation and close., consultative selling instincts — you lead with curiosity, ask sharp discovery questions, and build value through understanding rather than pitching features., Genuine affinity and experience in the startup ecosystem — you follow the funding news, know who the key VCs are in Korea and the region, attend founder events because you want to (not just because you're told to), and are naturally drawn to the energy and pace of early- and growth-stage companies., Comfort with cross-border financial operations concepts — you don't need to be a treasury expert, but you should be able to hold a credible conversation about FX, multi-currency accounts, global payouts, and corporate card management with a startup CFO or finance manager., Excellent communication and relationship-building skills — you're articulate, professional, and equally comfortable presenting to a room of founders as you are doing a 1: 1 deep-dive with a finance lead over coffee., Proficiency with CRM systems (e.g. Salesforce) and structured pipeline management.
Nice to Have
Background in fintech, payments, or financial services with an understanding of products such as global accounts, payment acceptance, FX, card issuing, or spend management., Experience managing a backbook or portfolio of accounts alongside new business responsibilities, with demonstrated ability to retain and grow existing customers., A visible personal presence in the startup community — whether through event attendance, LinkedIn activity, community involvement, or existing relationships with founders and investors., Entrepreneurial mindset — prior founder experience or side-project background is a genuine plus, as it deepens your empathy for the customers we serve.
What You'll Do.
Own the end-to-end sales process for startup prospects
needs-based conversations with founders
Develop a command of our product
Build and present tailored business cases
Retain and grow a named portfolio of existing startup customers
Monitor customer activity levels
Serve as the primary relationship holder
Identify and action graduation opportunities
Work closely with our Venture Partnerships function
Develop familiarity with the portfolio companies
Follow through on VC-referred leads
Contribute insights back to the Venture Partnerships team
Actively participate in startup community events
Represent Airwallex at external events
Attend and engage with industry meetups
How You'll Work.
Team & Collaboration
Work closely with venture capital partners, ecosystem organisations, and founders directly; Work closely with our Venture Partnerships function; Contribute insights back to the Venture Partnerships team
Communication Scope
Excellent communication and relationship-building skills; articulate; professional
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 2,200 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 TEAM The Startups team at Airwallex partners with the most promising venture-backed companies across Asia to provide seamless access to our global financial infrastructure - empowering them to scale without borders. We sit at the interse
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