Head of Strategic Accounts, Enterprise, Americas

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, collaborative group focused on transforming how large global businesses operate. We deliver innovative payments and financial technology solutions that simplify complex operations and support growth for enterprise clients. Our team values strategic thinking, customer focus, commercial excellence, and a deep understanding of the challenges faced by multinational organizations. WHAT YOU’LL DO The Head of Strategic Accounts will be a founding sales role at Airwallex. As the first person in this role in the Americas, you will focus on selling our API-powered financial technology platform to Fortune 500 companies and organizations of comparable scale. You will use your existing network, industry expertise, and enterprise sales experience to create immediate impact for the business. You will own high-value, complex sales cycles from account strategy and prospecting through negotiation, close, onboarding, and expansion. Success in this role will be measured by your ability to exceed volume and revenue targets, build a durable strategic-account pipeline, and establish best practices for the broader US sales organization. The role includes meaningful performance-based upside tied to achieving ambitious targets. This role is based in San Francisco, CA. RESPONSIBILITIES: - Acquire new strategic customers across North America, with a focus on Fortune 100 and Fortune 500 companies, through your existing network and industry relationships - Own and drive sophisticated, multi-stakeholder sales cycles from ideation and prospecting through negotiation, closing, onboarding, and expansion - Identify new companies, use cases, and opportunities through research and close partnership with our strategy and sales enablement teams - Develop trusted relationships with senior decision-makers across finance, payments, treasury, technology, procurement, and other relevant functions - Build and manage a strong, reliable pipeline aligned to revenue and volume targets - Work collaboratively with colleagues across sales, product, engineering, solutions consulting, strategy, finance, legal, and implementation - Negotiate partnership agreements and commercial contracts in partnership with legal, finance, and strategy through execution - Ensure an exceptional customer experience and effective onboarding process for new customers - Provide regular, accurate reporting on pipeline health, forecasts, KPIs, and performance against targets - Help define the account strategy, sales methodology, and best practices that will form the foundation of the US strategic accounts motion WHO YOU ARE We’re looking for people who meet the minimum qualifications for this role. Preferred qualifications are valuable, but not required. MINIMUM QUALIFICATIONS: - 10+ years of experience selling complex technology solutions to enterprise accounts - An established network of senior decision-makers and influencers responsible for payments, financial operations, treasury, or related functions at Fortune 500 companies or organizations of comparable scale - Demonstrated experience selling API-driven or technically complex solutions with meaningful integration requirements - A track record of exceeding revenue and sales targets in sophisticated, consultative enterprise sales environments - Experience navigating long, complex sales cycles involving multiple stakeholders, business units, and geographies - Strong analytical skills, business acumen, and disciplined pipeline-management habits - Excellent communication, negotiation, presentation, and solution-selling skills - Experience identifying, influencing, and aligning key decision-makers and stakeholders - A collaborative and adaptable working style, with the ability to operate effectively across functions, cultures, and levels of seniority PREFERRED QUALIFICATIONS: - Experience working at a fintech, payments, banking, or financial technology company - Experience selling infrastructure, APIs, embedded finance, or other technology products that require technical integration - A technical product mindset and a passion for solving complex customer problems through technology - Experience building a new sales motion, strategic accounts program, or market from the ground up 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.