Senior Account Executive (Director), Enterprise, Payments

About the Team

We are building a new Enterprise Payments team – a dedicated motion focused on winning and expanding large enterprise customers around Airwallex’s payment acceptance solutions.

This is a greenfield opportunity: you will be among the first Enterprise hires in the Enterprise team, helping define the sales playbook, shape GTM strategy, and close the deals that put Airwallex on the map in the enterprise payment acceptance category.

What You’ll Do

New Business & Pipeline Generation

Own end-to-end enterprise sales cycles from prospecting through to contract signature, with deal sizes typically $250K+ ARR

Build and manage a high-quality pipeline of enterprise prospects through outbound prospecting, partner referrals, field events, and industry networks

Conduct white space analysis and account planning to prioritise highest-potential opportunities within your territory

Run structured, consultative sales processes: discovery, value proposition design, stakeholder mapping, commercial negotiation, and close

Customer & Stakeholder Engagement

Engage and build trust with multiple senior stakeholders – CFO, CPO, Head of Finance, IT and Procurement – across complex buying committees

Deliver compelling executive-level presentations and business cases that connect Airwallex’s payment acceptance capabilities to specific customer outcomes

Represent Airwallex at industry events, conferences, and customer roundtables to build brand presence in the enterprise payment acceptance market

Partner with Solutions Engineering and Product to run proof-of-concepts and tailored demos that showcase platform value

Cross-functional Collaboration

Work closely with the Enterprise Payments product team to relay customer insights and influence roadmap priorities

Collaborate with Marketing on territory demand generation, ABM campaigns, and competitive positioning

Coordinate with Implementation post-close to ensure a seamless handover and strong early adoption

Maintain rigorous CRM hygiene – accurate pipeline data, forecasting, and activity logging in Salesforce

Market & Competitive Intelligence

Develop deep expertise in enterprise payment acceptance, card acquiring, payment service providers, payment orchestration, fraud prevention, and checkout optimisation to credibly position Airwallex against competition

Stay current on market trends, customer procurement patterns, and the competitive landscape to sharpen your sales approach

Contribute to the development of the Enterprise Payments GTM playbook — messaging, objection handling, competitive battlecards

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

10+ years of total experience, including 3+ years in enterprise sales (hunting/new business) at a payments or fintech company.

Proven track record of consistently exceeding quota on complex enterprise deals ($250K+ ARR) with long sales cycles.

Demonstrated ability to manage full commercial cycles: prospecting, multi-stakeholder discovery, value selling, and negotiating legal/procurement terms.

Fluent in English and native-level proficiency in German.

Adaptable, results-driven mindset with a track record of thriving in high-growth, fast-paced environments.

English and German communication: Communicate with clarity and credibility in both English (fluent) and German (native).

Preferred Qualifications

Deep domain expertise in payment acceptance, card acquiring, PSPs, payment orchestration, or adjacent enterprise SaaS.

Foundational understanding of accounting and complex financial flows.

Strong executive-level presentation skills with experience multi-threading across CFOs, Heads of Product, and Procurement.

Proven ability to create structure and navigate ambiguous, early-stage enterprise sales environments.

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 email address. Please apply only through 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.