Account Executive, SME & Growth (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 TEAM The Singapore Outbound team plays a pivotal role in driving Airwallex’s growth by building pipeline and winning new customers across our strategic segments, enhancing Airwallex’s brand visibility, accelerating customer acquisition, and helping shape how our products are positioned across target industries. Working closely across Marketing, Product, and Revenue Strategy & Operations, the team ensures Airwallex remains at the forefront of innovation and delivers impactful solutions to our customers. ABOUT THE ROLE We are looking for a motivated, strategic, and detail-oriented Strategic Account Executive to join our Outbound Sales, SME & Growth team in Singapore. In this role, you will be responsible for owning and closing high-value opportunities for Airwallex’s Spend Management solution. You will work with businesses facing growing operational complexity, distributed teams, increasing software and advertising spend, and a need for stronger visibility, control, and efficiency across company spending. You will lead consultative sales cycles end-to-end, from identifying and qualifying strategic accounts to running discovery, building business cases, engaging Finance and Leadership stakeholders, and closing revenue. This role requires strong commercial acumen, deep discovery skills, and the ability to position Airwallex’s Spend Management platform as a strategic solution that improves financial control, operational efficiency, and spend visibility. This is a high-impact role for someone who can combine outbound discipline, value selling, stakeholder management, and strong closing ability to accelerate the growth of Airwallex’s Spend Management business in Singapore. RESPONSIBILITIES - Own the full sales cycle for Airwallex’s Spend Management opportunities across the SME & Growth segment, from prospecting and qualification through to discovery, proposal, negotiation, and close. - Identify and prioritise organisations that would benefit from stronger spend visibility, controls, approval workflows, corporate cards, and expense management. - Run deep discovery with Finance and Leadership stakeholders to uncover pain points across employee spend, software subscriptions, advertising spend, reporting gaps, and operational inefficiencies. - Build value-led business cases that clearly articulate how Airwallex improves financial control, reduces manual work, and drives operational efficiency. - Map and multi-thread accounts across key decision-makers and influencers, including CFOs, Finance Directors, Financial Controllers, Founders, Operations leaders, and Department Heads. - Partner with SDR, Product Sales, Marketing, Revenue Strategy & Operations to execute strategic account plans and scalable Spend Management GTM plays. - Manage a healthy pipeline, maintain Salesforce hygiene, and provide accurate forecasting on deal progression, risks, blockers, and expected close timelines. - Navigate product conversations, commercial negotiations, stakeholder objections, and competitive evaluations to drive opportunities to close. - Contribute to repeatable playbooks, messaging, and best practices that help scale Airwallex’s Spend Management motion across Singapore. WHO YOU ARE - Bachelor’s degree or equivalent. - 3–6 years of experience in a closing role, preferably within B2B SaaS, Expense Management, or the ERP space. - Ability to conduct high-level discovery conversations that move past simple feature lists and price comparisons, focusing instead on deep discovery, value selling, workflow improvements and financial metrics. - Strong analytical skills with experience using CRM systems (e.g. Salesforce) and analytics tools (e.g. Google Sheets, Looker). - Ability to map out complex organisational hierarchies within large companies to identify the correct financial decision-makers (CFOs, Finance Directors, Financial Controllers), and write highly tailored, articulate emails to prospects. - A strong conceptual understanding of business finance workflows (e.g., corporate cards, expense management, accounts payable, and financial app stack). - Strong verbal and written communication skills in English; additional regional languages (e.g. Mandarin, Bahasa) are a plus. - Proven ability to identify and execute on process improvements. - Experience in fast-paced environments, preferably in a startup or scale-up. - Attention to detail and the ability to multitask, prioritise, and meet deadlines. 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.