Director, Sales, Enterprise

About Airwallex Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and Tik Tok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own.

We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific.

We're co-headquartered in San Francisco and Singapore, with more than 2,300 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles to see it in full.

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 doThe Director, Enterprise Sales is a foundational sales role s will be a hybrid position based in San Francisco or New York. As a Director, Enterprise Sales, you will be focused on selling our FX & Payment API product into one of our target verticals. You will use your deep network and industry experience to hit the ground running and deliver quick results.

Success in this role is based on successfully achieving target volume and revenue targets and you will enjoy significant commission and share option upside for hitting those targets.

Responsibilities:

Acquire new enterprise customers across North America through your existing network and experience

Own and drive the entire deal cycle from prospecting to close for both, new logos and customer expansions

Identify new companies, use cases and prospects through research with help of our strategy and sales enablement team

Work collaboratively with people at all levels and across functions and cultures

Provide regular reporting against KPIs, metrics and targets

Ensure the best customer experience and on-boarding process for new customers

Negotiate partnership agreements and commercial contracts in conjunction with legal, finance and strategy through to execution

Build and manage a strong, reliable pipeline, as well as help define best practices that will be the foundation for the US sales team

Who you areWe'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:

At least 8 years of experience selling a complex technology product to enterprise accounts

Success-oriented and hold yourself accountable for delivering key outcomes, including KPIs and revenue targets

Willing to travel as required

Preferred qualifications:

Your sales experience includes 2 to 3 years in fintech or payments softwareA top performing sales professional with a proven track record of new business solution selling, ideally within FX or payment sales Broad existing network of key decision makers for payments solutions at our target prospectsA technical mindset, with prior experience in selling complex, API-driven solutions

Besides strong analytical skills and an organized way of working, you will have excellent communication and…