Account Executive, Enterprise Spend - Benelux & Nordics

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 You’ll help build Airwallex’s new Enterprise Spend sales motion across the Benelux and Nordics, winning and expanding large enterprise customers around spend management and expense solutions. As one of the first Enterprise Account Executives in the team, you’ll shape the sales playbook and go-to-market strategy while owning complex, multi-stakeholder opportunities from prospecting through contract signature. - Build a high-quality enterprise pipeline through outbound prospecting, partner referrals, field events and industry networks. - Lead consultative sales processes with CFOs, Finance Directors, Heads of Operations and other senior stakeholders, connecting Airwallex’s spend management capabilities to clear customer outcomes. - Partner with Solutions Engineering, Product, Marketing and Implementation to run tailored sales processes, influence roadmap priorities and ensure strong handovers after close. - Develop deep expertise in enterprise spend management, T&E, invoice automation and corporate cards, strengthening messaging, objection handling and competitive positioning as the category develops. You'll work from our Amsterdam office three days a week. WHAT WE'RE LOOKING FOR ESSENTIALS - 5+ years of B2B enterprise software or SaaS sales experience, with a proven track record of exceeding quota in a new business hunting role. - Demonstrable experience closing complex, multi-stakeholder enterprise deals, typically worth $100K+ ARR, across long sales cycles. - Experience owning the full commercial process, including bespoke agreements, procurement and legal negotiations, and cross-functional coordination. - Executive presence and credibility, with the ability to lead conversations with CFOs and tailor your message to different buying personas. - Strong commercial acumen, with the ability to communicate business value, ROI and customer outcomes rather than product features alone. - A consultative, curious approach: you ask strong questions, listen actively and build solutions around customer needs. - A hunter mindset and the energy to build pipeline from scratch rather than manage an inherited book. - Comfort working in ambiguity and contributing to a newly formed team without a fully defined playbook. - Rigorous CRM usage, forecasting discipline and attention to deal quality. - Superior written and verbal communication skills in English. PREFERRED - Background in fintech, spend management, T&E, ERP or adjacent enterprise software. - Accounting knowledge. - Experience working with corporate cards, invoice automation or enterprise expense solutions. - Additional European language skills. YOU'LL THRIVE HERE IF - You're excited by a category that hasn't been won yet, and want to be early enough to shape it. - You have a track record of hitting your numbers, and you’re motivated by stretch goals. - You're comfortable with ambiguity. Give you a problem, not a prescription, and you'll run with it. - You own the outcome and you don't wait for permission to fix what's broken. - You communicate clearly and directly across cultures, and you're thoughtful about how context shifts meaning across borders. LEARN MORE ABOUT YOUR TEAM Enterprise Business is about more than closing deals. This team helps large, often multinational organizations solve complex financial challenges that go well beyond a single product decision — moving money globally, managing treasury operations, embedding financial services across borders, and replacing fragmented financial workflows with one global system built to scale. You’ll be helping customers understand what is possible when their financial operations work as one global system. It's a team for strategic sellers with a builder mindset, who combine strategic thinking with deep product knowledge: comfortable with long deal cycles, multiple stakeholders, and the kind of autonomy that comes from being trusted to create value, shape the deal, and move complex opportunities forward rather than follow a rigid playbook. If you want to work on high-consequence deals that genuinely change how large businesses operate financially, this is the place to do it. 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 http://airwallex.com email address. Please apply only through careers.airwallex.com http://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 res