Account Executive

Description

Full 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. 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 role

We're looking for an Account Executive to join our new SME team, selling into the eCommerce, SaaS and Professional Services industries. These are fast-growing businesses operating internationally, and we're the only fintech with the payment infrastructure, software and AI layer to streamline how they get paid, manage treasury and pay suppliers from one system. Your job is to understand their priorities, surface where their finance systems are holding them back, and build the case for change.

What you will be doing

Pipeline and new business generation

• Territory planning: prioritising accounts and the people worth reaching out to, as well as identifying routes in through partners or leadership connections.

• Owning your outbound strategy: building a hypothesis on what a business is prioritising and where things are likely breaking, then getting to the right people. Our product evolves quickly, so we need reps who develop new angles as they open up.

• Running a proven sales process, and iterating on it: understanding a business's priorities, the challenges preventing them from executing, and building the ROI case with the customer.

• Forecasting: using MEDDPICC to know where you are in a deal, where the gaps are, and to forecast accordingly.

Cross-functional collaboration

• Implementation and account management: coordinating implementation and handover, including the mutual action plans that keep everyone aligned on timelines and get the customer adopting quickly.

• Product: relaying customer insight to the product team and influencing roadmap priorities.

• Marketing: working together on ABM campaigns, competitive positioning and customer case studies.

What you bring

Experience

• Ideally 3+ years of B2B software or fintech sales experience, with at least 1 year in an outbound closing role.

• If you have 2+ years in an outbound lead generation role and have been deliberate about upskilling for a move into closing, apply and tell us how.

Skills and mindset

• Curious: about the industries we sell into, the people we sell to, and our own product. You want to understand how things actually work, not just what to say about them. You think on your feet and you're clear and concise with your communication.

• Perceptive: you read a room, and you have genuine empathy for the people you're selling to and working alongside.

• Driven: the motivation comes from you. You want to get better, and you keep working through the stretches where results lag effort.

• Honest: you bring problems forward early rather than letting them surface late, and you're upfront when you don't know something.

• Coachable: you take feedback and act on it quickly, while being critical enough about what you hear to apply it selectively.

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.

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