Account Executive, SME & Mid Market (Payments & Billing)

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. What you'll do As an Account Executive, SME & Mid Market (Payments & Billing), you will drive net-new revenue across a defined territory of high-potential SME and mid-market customers in Australia. You will own the full sales cycle from prospecting through to close, with a focus on Airwallex’s Payments and Billing solutions and how they connect into our broader financial stack across our other products. You will help drive adoption across key use cases including card acquiring, alternative payment methods, invoicing, subscription management and usage-based billing. You will also work closely with Product, Engineering, Operations and other cross-functional teams to solve customer challenges, provide market feedback and help shape how Airwallex scales its Payments and Billing solutions across ANZ. This role can either be based in Sydney or Melbourne. Responsibilities: - Drive net-new adoption of Airwallex’s Payments and Billing solutions, including card acquiring, alternative payment methods, invoicing and subscription management, across SME and mid-market prospects in Australia. - Own the full sales cycle across your territory, from prospecting and qualification through to solution design, negotiation, close and handover to post-sales teams, while consistently delivering against net-new customer acquisition and revenue targets. - Lead structured discovery to understand customers’ billing, payments and revenue workflows, then collaborate with Product, Solutions Engineering and other internal experts to architect tailored solutions that combine Airwallex’s Payments, Billing and broader financial capabilities, including card acquiring, local payment methods, Global Accounts and FX. - Lead high‑quality presentations and demos tailored to multiple stakeholders, including CXO‑level decision‑makers, clearly articulating the commercial value of Airwallex Billing. - Leverage your industry network to open doors, secure new customers and create references, including case studies, early adopter testimonials and joint success stories. - Partner closely with Strategy, Revenue Operations and Product Marketing to build targeted campaigns, segmentation and plays that accelerate payments and billing adoption. - Maintain accurate pipeline, forecasting and CRM hygiene to give clear visibility of coverage, risks and opportunities in your territory. Who you are We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory. - 5+ years of experience in an account executive, business development or product sales role in fintech or B2B payments. - Deep understanding of card acquiring and alternative payment method processing, including how different payment methods impact conversion, risk and economics. - Experience in a closing role selling a Billing / Revenue product (for example subscription management, invoicing, usage‑based billing, or a similar SaaS billing tool) or very similar software, with clear ownership of end‑to‑end sales cycles. - Ability to understand complex technical and commercial requirements across billing, payments and multi‑product solutions, and translate them into clear proposals for customers. - Demonstrated success selling in cross‑functional commercial environments, working with stakeholders across sales, product, operations and partnerships. - Proven ability to structure, negotiate and close high‑impact deals in regulated or startup environments. - Strong presentation and stakeholder management skills at senior executive level, including CFO, CTO and Head of Payments personas. - High degree of autonomy and structure, with a track record of executing in fast‑changing, ambiguous contexts. - Strong verbal and written communication skills, with the ability to align technical and non‑technical audiences and lead multi‑stakeholder discussions. Preferred qualifications: - Experience selling into finance, revenue operations or product teams at SaaS, fintech or other subscription‑driven businesses. - Hands‑on familiarity with leading billing or revenue tools (for example Stripe Billing, Chargebee, Zuora, Recurly) or equivalent platforms. - Exposure to global payments, FX, or multi‑currency financial products, and how these intersect with billing and revenue workflows. - Comfort engaging in conversations about APIs, integrations and data flows with technical stakeholders, even if you are not an engineer. - Ability to thrive in a fast‑paced, high‑growth environment, with a high sense of ownership, resilience and a bias to action. - Personally driven to work in scale‑up environments, with a bias towards experimentation, rapid learning and action. - Deep expertise in one or more segments or verticals where payment processing is critical, such as retail, eCommerce, SaaS or travel. 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.