Account Executive, Enterprise Payments - Benelux and 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 large businesses improve how they accept payments across markets and payment methods. You’ll own complex, multi-stakeholder enterprise sales cycles from prospecting and discovery through commercial negotiation, contract signature and implementation or go-live. Working with Payments Product, Solutions Engineering, Product, Risk, Legal, Operations and Account Management, you’ll develop tailored solutions that address payment performance, operational complexity and international growth. You’ll also help shape Airwallex’s Enterprise Payments sales playbook in a high-ownership environment. - Own end-to-end enterprise sales cycles from prospecting through contract signature and implementation. - Build and manage a high-quality pipeline through outbound prospecting, partner referrals, field events, industry networks and targeted account research. - Conduct white-space analysis and account planning to prioritise high-potential businesses, map buying committees and define clear next steps and mutual action plans. - Run structured, consultative sales processes covering discovery, qualification, payment-flow analysis, value proposition design, stakeholder mapping, commercial negotiation and close. - Deliver executive-level presentations, proposals and quantified business cases that connect Airwallex’s payment capabilities to measurable customer outcomes. - Partner with Solutions Engineering and Payments Product to run tailored demonstrations, technical workshops and proof-of-concepts that address complex payment flows and integration requirements. - Collaborate with Marketing and GTM Partnerships on territory demand generation, account-based campaigns, partner referrals, competitive positioning and industry events. - Coordinate with Implementation and Account Management to ensure a seamless handover, successful go-live and strong early adoption, with the timing of any post-go-live handover confirmed with the hiring manager. - Contribute to the Enterprise Payments go-to-market playbook, including messaging, discovery frameworks, objection handling, competitive battlecards and win-loss insights. You’ll work from our Amsterdam office three days a week. WHAT WE'RE LOOKING FOR Essentials - Direct experience selling payment acceptance, acquiring, payment gateways, merchant services, checkout, payment orchestration or related payments infrastructure. - At least five years of enterprise sales experience with a track record of closing high-value deals with long sales cycles, independently generated pipeline and consistently strong quota attainment. - Experience managing complex, multi-stakeholder enterprise sales cycles from discovery through negotiation and close. - Strong discovery, consultative selling, commercial negotiation, presentation and deal-orchestration skills. - Experience selling technical or API-enabled products and translating complex payment flows into clear commercial outcomes for executive stakeholders. - Superior written and verbal communication skills in English, plus either Dutch or Swedish. YOU'LL THRIVE HERE IF - 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 connect dots across functions and hold the big picture without losing grip on the details. - You simplify complexity rather than hiding behind it. - 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 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