Senior Account Executive, Enterprise, EmFi

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 own enterprise sales for Airwallex’s embedded finance solutions, helping large organisations solve complex financial challenges across payments, treasury and international growth. You’ll build and manage a high-quality DACH pipeline through outbound prospecting, partner referrals, field events and industry networks, then lead structured, consultative sales processes from discovery through contract signature. You’ll build trusted relationships with CFOs, Finance Directors, Heads of Operations, IT, Procurement and other senior stakeholders, connecting Airwallex’s capabilities to specific customer outcomes through executive presentations, business cases, proof-of-concepts and tailored demos. You’ll partner with Solutions Engineering, Product, Marketing and Implementation to shape opportunities, bring customer insight into the business, support demand generation and ensure strong post-sale handovers. You’ll also contribute to the Enterprise GTM playbook, including messaging, objection handling, competitive positioning and battlecards, while maintaining accurate pipeline data, forecasting and activity logging in Salesforce. - Own complex enterprise sales cycles for Airwallex’s embedded finance solutions, from prospecting through contract signature. - Build and manage a high-quality DACH pipeline through outbound prospecting, partner referrals, field events and industry networks. - Lead consultative sales processes across discovery, value proposition design, stakeholder mapping, commercial negotiation and close. - Build trusted relationships across complex buying committees, including CFOs, Finance Directors, Heads of Operations, IT and Procurement. - Deliver executive presentations, business cases, proof-of-concepts and tailored demos that connect Airwallex’s capabilities to customer outcomes. - Partner with Solutions Engineering, Product, Marketing and Implementation to shape opportunities, share customer insight, support demand generation and ensure strong post-sale handovers. - Contribute to the Enterprise GTM playbook, including messaging, objection handling, competitive positioning and battlecards. - Maintain accurate pipeline data, forecasting and activity logging in Salesforce. - Develop deep expertise in embedded finance, customer procurement patterns, market trends and the competitive landscape. You’ll work from our Munich or Berlin office three days a week. WHAT WE'RE LOOKING FOR Essentials - 10+ years of experience in strategy consulting and/or the technology sector. - Experience owning complex, enterprise-level sales cycles from prospecting through contract signature. - Experience engaging senior stakeholders across complex buying committees. - Strong consultative selling, account planning, stakeholder mapping, executive presentation, negotiation and closing skills. - Fluent English and native German. - Sharp thinking and judgment, with the ability to connect patterns quickly and apply sound judgment to complex situations. - Comfort working in a newly formed team, adapting to changing conditions and creating structure where the playbook is still taking shape. - A track record of taking ownership, moving with urgency, following through and turning plans into results. - Willingness to travel approximately two to three times per month within DACH. Preferred - Experience selling embedded finance, payments, financial infrastructure, fintech or other complex technology solutions. - Experience working with companies that have complex payment flows, high transaction volumes or international growth ambitions. - Experience building enterprise pipeline through outbound prospecting, partner referrals, field events and industry networks. - Experience contributing to a go-to-market playbook, including messaging, objection handling, competitive positioning or battlecards. - Experience working with Salesforce or a comparable CRM. YOU'LL THRIVE HERE IF - You have a track record of hitting your numbers, and you’re motivated by stretch goals. - You’re excited by a category that hasn't been won yet, and want to be early enough to shape it. - You’re comfortable making decisions with incomplete information and moving quickly anyway. - You say what you mean. You're direct, but you lead with respect. - You can advocate hard for a position, then fully support the team's direction once a call is made. 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 w