Account Executive, Startups

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 Startups team at Airwallex is a dynamic group of innovators and strategists dedicated to fueling the success of the world’s most ambitious startups. We partner with high-growth companies to provide seamless access to Airwallex’s global financial infrastructure, empowering them to scale without borders. With a deep understanding of emerging verticals and evolving business needs, we take a hands-on approach to deploying tailored solutions that drive operational efficiency and unlock new opportunities. Our team thrives on experimentation, continuously refining distribution strategies and expanding the reach of Airwallex’s technology to support the next generation of category-defining companies. United by a passion for impact, we are committed to shaping the future of global commerce for startups. WHAT YOU’LL DO Airwallex is seeking an Account Executive to join our Startups team, playing a pivotal role in expanding our presence in the U.S. startup ecosystem. This role is an exciting opportunity to work with some of the most innovative, fast-scaling companies, helping them leverage Airwallex’s global financial infrastructure to streamline operations and scale internationally. This role is based in New York or San Francisco. RESPONSIBILITIES: - Identify new verticals to penetrate with our embedded finance offering - Identify new use cases within existing verticals - Outbound to select potential customers within those verticals / use cases via the greater startup ecosystem - Work with potential customers from a strategic lens to articulate how they can leverage embedded finance infrastructure to augment the value they drive to their customers - Onboard these potential customers - Guide them through the initial stages of scaling on the Airwallex infrastructure - In select cases, work with our product and engineering teams to ship strategic product releases 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. MINIMUM QUALIFICATIONS: - Bachelor’s degree or equivalent professional experience. - Proven track record of consistent pipeline generation and outbound efforts. - Proficiency with CRM systems (e.g., Salesforce) and sales enablement tools. - Excellent analytical, written, and verbal communication skills. PREFERRED QUALIFICATIONS: - Demonstrated experience working within or closely alongside venture capital, startup accelerators, or innovation-driven ecosystems. Familiarity with venture-backed company lifecycles, investment processes, and the broader startup landscape. - Proven ability to develop and execute strategies that drive rapid adoption and competitive advantage in new or existing markets. Skilled in identifying growth opportunities, analyzing competitive landscapes, and optimizing go-to-market approaches for maximum impact. - Proven experience selling embedded finance solutions (payments, card issuing, banking-as-a-service) to Vertical SaaS platforms, with a deep understanding of how software companies can monetize financial infrastructure. - Strong technical sales background, with the ability to articulate complex financial and API-driven solutions to product and engineering teams at SaaS companies. - Experience navigating long, consultative sales cycles, working closely with C-level executives, product managers, and growth teams to drive adoption of embedded financial products. - Deep knowledge of Vertical SaaS go-to-market strategies, including how software platforms scale, acquire customers, and integrate financial services into their core offering. - Strategic and entrepreneurial mindset, with a track record of identifying new opportunities, testing distribution models, and influencing product roadmaps to drive adoption of embedded finance within SaaS ecosystems. 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.