Account Executive, Enterprise Spend

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 250,000 businesses worldwide – including Brex, 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 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 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 among the first Enterprise AEs in this team, helping define the sales playbook, shape GTM strategy, and close the deals that put Airwallex on the map in the enterprise spend category. As an Enterprise Account Executive, you will own the full sales cycle for complex, multi-stakeholder opportunities — targeting CFOs, Finance Directors, and Heads of Operations at companies with significant spend complexity. You bring a consultative, value-led approach and the gravitas to lead conversations at the C-suite. 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. 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; you turn zero-to-one ideas into real outcomes and “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 financial infrastructure. What You’ll Be Doing New Business & Pipeline Generation - Own end-to-end enterprise sales cycles from prospecting through to contract signature, with deal sizes typically $100K+ ARR - Build and manage a high-quality pipeline of enterprise prospects through outbound prospecting, partner referrals, field events, and industry networks - Conduct white space analysis and account planning to prioritise highest-potential opportunities within your territory - Run structured, consultative sales processes: discovery, value proposition design, stakeholder mapping, commercial negotiation, and close Customer & Stakeholder Engagement - Engage and build trust with multiple senior stakeholders — CFO, CPO, Head of Finance, IT and Procurement — across complex buying committees - Deliver compelling executive-level presentations and business cases that connect Airwallex’s spend management capabilities to specific customer outcomes - Represent Airwallex at industry events, conferences, and customer roundtables to build brand presence in the enterprise spend market - Partner with Solutions Engineering and Product to run proof-of-concepts and tailored demos that showcase platform value Cross-functional Collaboration - Work closely with the Enterprise Spend product team to relay customer insights and influence roadmap priorities - Collaborate with Marketing on territory demand generation, ABM campaigns, and competitive positioning - Coordinate with Implementation post-close to ensure a seamless handover and strong early adoption - Maintain rigorous CRM hygiene — accurate pipeline data, forecasting, and activity logging in Salesforce Market & Competitive Intelligence - Develop deep expertise in enterprise spend management, T&E, invoice automation, and corporate cards to credibly position Airwallex against competition - Stay current on market trends, customer procurement patterns, and the competitive landscape to sharpen your sales approach - Contribute to the development of the Enterprise Spend GTM playbook — messaging, objection handling, competitive battlecards What You Bring Experience - 5+ years of B2B enterprise software or SaaS sales experience, with a 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 - Background in fintech, spend management, T&E, ERP, or adjacent enterprise software is highly valued — accounting knowledge preferred. - Experience managing the full commercial process: structuring bespoke agreements, negotiating procurement and legal terms, and coordinating across internal teams Skills & Mindset - Executive presence and credibility: you can hold a room with a CFO and tailor your message to different personas in the buying committee - Strong commercial acumen — you think in terms of business value, ROI, and customer outcomes, not just features - Consultative and curious: you ask great questions, listen actively, and build solutions around what matters most to the customer - You are a hunter by instinct — energised by building pipeline from scratch, not managing an inherited book - Comfortable with ambiguity; 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 in English; additional European languages a plus Why Join Us - Greenfield opportunity: help build the Enterprise Spend sales motion from the ground up and shape how Airwallex wins in this category - Competitive base salary plus uncapped commission, and valuable equity in an $8B company on a clear path to IPO - Hybrid working environment — 3 days per week in our London office in Fitzrovia - Work alongside exceptional, ambitious teammates across a truly global platform - Accelerated career growth: as an early enterprise hire, there is significant scope to move into team leadership as the motion scales 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 http://airwallex.com email address. Please apply only through careers.airwallex.com http://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.