SalesOperationsPayments
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 TikTok, 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 2,700 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 https://www.airwallex.com/en-us/operating-principles to see it in full.
HOW YOU'LL MAKE IMPACT
This role helps cross-border businesses solve complex payment and financial-operations challenges as they expand internationally. You'll own the full sales cycle, from prospecting and qualification through commercial negotiation, signing, onboarding, and ongoing customer growth.
- Drive outbound growth across cross-border businesses, focusing on e-commerce and supply-chain ecosystems, gaming and entertainment, software and technology services, emerging services, and businesses expanding internationally, with accountability for profit targets.
- Build a consistent pipeline through direct outreach, industry referrals, conferences, summits, and ecosystem partners such as ERP providers, advertising agencies, website-building platforms, and logistics providers.
- Understand each customer's business model, including fund flows, settlement cycles, multi-currency requirements, and compliance challenges, then connect those needs to Airwallex's product suite through clear, differentiated payment solutions.
- Lead customers from registration and KYC review through product launch and stable transaction activity, coordinating with Operations, Compliance, Risk, and Technical teams to accelerate onboarding, support customer success, and reduce churn.
- Build and manage local commercial partnerships with industry associations, service-provider networks, and financial institutions. Design joint go-to-market plans, improve channel contribution, and create additional sources of qualified demand.
- Apply sound risk awareness throughout the sales process by assessing transaction authenticity, source and flow of funds, customer eligibility, and ongoing account health. Work with Risk and Compliance to balance growth with a safe operating environment.
- Develop long-term relationships with key customers, identifying opportunities for repeat business, expansion, and cross-sell. Use customer feedback and transaction insights to suggest product and service improvements.
- Track developments in cross-border payments, target-industry policy, and competitor activity. Share market insights, bring customer feedback to Product and Marketing, and help improve our solutions and operating processes.
WHAT WE'RE LOOKING FOR
Essentials
- A bachelor's degree or above and at least one year of experience in sales, business development, customer acquisition, or commercial partnerships.
- A target-driven approach, strong prospecting mindset, resilience, and the ability to plan your own work while staying accountable for results.
- Strong listening and communication skills, with the ability to understand customer pain points quickly and build professional trust with decision-makers.
- The ability to connect customer scenarios to a portfolio of products and present clear, practical solutions.
- Working knowledge of KYC, AML, and fund-flow compliance requirements, with the judgment to identify issues around transaction rationale and authenticity during the sales process.
- The ability to manage multiple priorities and travel as needed, while adapting quickly to changing market and policy conditions.
Preferred
- Experience selling in cross-border payments, cross-border e-commerce, or independent-site ecosystems, including website-building platforms, ERP, or marketing services.
- Experience in outbound gaming, short-form video, social, SaaS, AI, cloud, OTA, or other software and technology services.
- Experience building referral, ecosystem, or channel partnerships with associations, service providers, financial institutions, or other commercial partners.
YOU'LL THRIVE HERE IF
- You have a track record of hitting your numbers, and you're motivated by stretch goals.
- You own the outcome and you don't wait for permission to fix what's broken.
- You're comfortable with ambiguity. Give you a problem, not a prescription, and you'll run with it.
- You're comfortable making decisions with incomplete information and moving quickly anyway.
- You're comfortable operating across time zones with a globally distributed team, including colleagues based in APAC and EMEA.
LEARN MORE ABOUT YOUR TEAM
SME & Growth at Airwallex is about more than closing deals. We help small and mid-market businesses solve real financial challenges across borders: getting paid globally, managing multi-currency accounts, paying suppliers, and running spend across markets from a single platform. You're not selling a feature. You're helping founders and finance leaders replace fragmented financial operations with one global system that actually scales.
It's a function for sellers who like to build, not follow a script: curious, resourceful, and comfortable figuring things out in markets that are still wide open. You get real autonomy to create value, build relationships, and move opportunities forward.
If you want to sell a serious product, solve real problems for ambitious businesses, and build your career fast, this is a p