Director of Software Sales

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 Enterprise Business team at Airwallex is a high-performing and collaborative group of innovators, focused on transforming the way large global businesses operate. We're passionate about delivering cutting-edge payments and financial solutions that streamline operations and drive growth for our enterprise clients. As a team, we value strategic thinking, prioritizing our customers, and a deep understanding of the unique challenges faced by multinational organizations. What you'll do As a Director of Software Sales, you will be a founding member of our go-to-market team, responsible for defining and executing the sales strategy for Spend and Expense Management, one of our fastest-growing products. You will utilize your in-depth understanding of the spend management landscape to identify and penetrate new enterprise verticals, driving significant revenue growth and helping shape the future of our product offering. This role is based in San Francisco or New York. Responsibilities: - Define and Execute Strategy: You will be responsible for creating and implementing the go-to-market strategy for our software suite, which includes our Spend & Expense Management product. This includes identifying key target verticals and developing a plan to acquire new enterprise customers within them. - Drive Revenue Growth: You will own and manage the entire sales cycle, from prospecting and lead generation to contract negotiation and closing. You'll be expected to meet and exceed ambitious revenue targets and KPIs. - Build the Foundation: As a foundational member of the team, you will help establish best practices for the sales process, including refining our value proposition, creating sales tools, and contributing to the overall growth of the US sales team. - Become a Trusted Partner: You will build and maintain strong relationships with C-suite and senior-level decision-makers. You’ll engage in business-level and technical conversations to understand a client's specific needs and demonstrate how Airwallex's solution can address their pain points. - Collaborate and Influence: You will work closely with cross-functional teams, including Product, Engineering, Marketing, and Legal, to provide valuable market feedback that influences our product roadmap and strategy. Who You Are We're looking for people who meet the minimum qualifications for this role. The preferred qualifications are great to have, but are not mandatory. MINIMUM QUALIFICATIONS: - You have a proven track record of selling a complex technology or SaaS product to enterprise accounts, with at least 10+ years of enterprise sales experience. - You are a builder with a founder-like energy. You are a self-starter who thrives in a fast-paced, ambiguous environment and is motivated by a desire to create real impact. - You are a strategic thinker who can identify new opportunities and develop a plan to capitalize on them. - You have a deep understanding of the fintech, payments, or spend management software space and a broad network of key decision-makers. - You are a top-performing sales professional with a history of exceeding new business revenue targets. PREFERRED QUALIFICATIONS: - You have superior communication, negotiation, and solution-selling skills, and you are adept at presenting to multiple stakeholders, both in-person and remotely. - You are an intellectually honest and obsessively curious individual who consistently seeks to understand the "why" and is committed to data-driven decision-making. 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.