Account Executive, Enterprise

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 250000 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 2300 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 youre ready to do the most ambitious work of your career join us.

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 youre motivated by our mission and operating principles
. You move fast with good judgment dig deep with curiosity and make decisions from first principles balancing speed and rigor.

Youre humble and collaborative; turn zerotoone ideas into real products and you get stuff done end-to-end. You use AI to work smarter and solve problems faster. Here youll 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 lets build whats 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. Were 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 prioritising our customers and a deep understanding of the unique challenges faced by multinational organizations.

What youll do

As an Account Executive Enterprise you will help large businesses improve how they accept payments from their customers across markets and payment methods. You will own complex multi-stakeholder sales cycles from prospecting and discovery through commercial negotiation contract signature and implementation or go-live. Working with Payments Product Solutions Engineering Product Risk Legal Operations and Account Management you will develop tailored solutions that address payment performance operational complexity and international growth.

You will also help shape Airwallexs Enterprise Payments sales playbook in a high-ownership environment. This role is based in London.

Responsibilities

• Own end-to-end enterprise sales cycles from prospecting through contract signature and implementation.

• Build and manage a high-quality pipeline through outbound prospecting partner referrals field events industry networks and targeted account research.

• Conduct white-space analysis and account planning to prioritise high-potential businesses map buying committees and define clear next steps and mutual action plans.

• Run structured consultative sales processes covering discovery qualification payment-flow analysis value proposition design stakeholder mapping commercial negotiation and close.

• Deliver executive-level presentations proposals and quantified business cases that connect Airwallexs payment capabilities to measurable customer outcomes.

• Partner with Solutions Engineering and Payments Product to run tailored demonstrations technical workshops and proof-of-concepts that address complex payment flows and integration requirements.

• Collaborate with Marketing and GTM Partnerships on territory demand generation account-based campaigns partner referrals competitive positioning and industry events.

• Coordinate with Implementation and Account Management to ensure a seamless handover successful go-live and strong early adoption with the timing of any post-go-live handover confirmed with the hiring manager.

• Contribute to the Enterprise Payments go-to-market playbook including messaging discovery frameworks objection handling competitive battle cards and win-loss insights.

Required qualifications

• At least 5 years of enterprise sales experience with a track record of closing high-value deals with long sales cycles independently generated pipeline and…