Head of Enterprise

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. The Head of Enterprise will build, manage and retain a world class enterprise sales team who are responsible for driving revenue growth across Australia. Reporting to the Head of ANZ, you will play a central role in expanding Airwallex’s commercial footprint. You will use your deep network and expertise in closing complex deals to not only drive revenue yourself, but also to develop a high-performance team to execute the region’s go-to-market initiatives. A successful candidate will be equally comfortable as a player and as a coach, and he/she will be enthusiastic about the opportunity to help shape the commercial strategy for Airwallex. The ideal candidate will bring to Airwallex several years of relevant enterprise sales management experience and will come from another top-tier player in fintech. Hands-on experience with the end-to-end value chain of payments and the intricacies of cross-border flows is highly desirable. A proven track record of selling sophisticated, technology-led solutions to network/platform businesses such as B2C/B2B marketplaces for online retail, content, advertising, freelancer services and education is critical. Responsibilities: - Develop and manage a top‑performing enterprise sales team and guide team members to succeed at both exceeding targets and collaborating effectively with their colleagues. - Develop and implement go‑to‑market strategies tailored to specific target verticals and/or named companies, working with Strategy and other functions to architect and execute a well‑oiled machine to drive sales funnel conversion. - Set team and individual KPIs, design corresponding compensation plans and hold team members accountable, while creating an environment that brings out the best in everyone. - Identify emerging markets, segments and potential prospects, and refine account and territory plans to capture those opportunities. - Implement tools and scalable processes to nurture the pipeline, track and report progress, and accurately forecast sales target volumes and revenues. - Lead and support complex commercial cycles, negotiating agreements and commercial contracts in conjunction with Legal, Finance and Strategy through to execution. Minimum qualifications: - 10+ years of sales experience in enterprise technology, preferably with several years in fintech or payments, including at least 5 years building and managing teams with a demonstrated track record of increasing success. - Proven experience selling complex, API‑driven or infrastructure‑level solutions, with the ability to engage both technical and commercial stakeholders. - Broad existing network of key decision makers for payments solutions at target prospects such as major eCommerce, online travel, digital content and similar network/platform businesses in Australia. - Strong people leadership skills, with a history of attracting, developing and retaining top‑tier enterprise sales talent while fostering a collaborative, performance‑driven culture. - Comfortable operating in a fast‑paced, globally dispersed environment and highly self‑motivated, with strong ownership and execution discipline. - Willingness to travel domestically (and occasionally internationally) as required to achieve commercial and customer outcomes. Preferred qualifications: - Hands‑on experience with the end‑to‑end value chain of payments and cross‑border flows, including acquiring, FX, multi‑currency accounts and/or issuing. - Experience leading sales for large digital commerce, marketplace or platform businesses, including multi‑product or multi‑region deal structures. - Familiarity with modern sales methodologies and tooling (for example MEDDIC/MEDDPICC, Salesforce, sales analytics) to drive pipeline quality and forecast accuracy. - Prior experience working closely with Strategy, Product and Solutions/Engineering teams to shape go‑to‑market motions and influence product roadmap based on enterprise customer needs. 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.