Startups Sales, Enterprise

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 is a sales role focused on early-stage, high-potential startups. You’ll build Airwallex’s presence among Chinese technology startups, particularly in AI, SaaS and other emerging sectors, and identify teams with the potential to expand globally. Through professional service and a deep understanding of cross-border business, you’ll help founders solve pain points related to global treasury management and compliance, becoming a trusted partner as their businesses grow. - Build Airwallex’s presence among high-potential Chinese technology startups, particularly in AI, SaaS and other emerging sectors. - Identify and engage early-stage teams with global potential through independent research, market insight and networking. - Drive the full sales cycle from discovery through signing, addressing founders’ specific needs across global treasury management and compliance. - Build and maintain trusted, long-term relationships with early-stage clients so Airwallex remains their partner of choice as they scale. - Bring market insights and client feedback to internal teams to help improve solutions for the startup segment. This role is based in Shanghai, and you’ll work from the office five days a week. WHAT WE’RE LOOKING FOR Essentials - 3–5 years of experience in B2B sales or account management. - Strong execution and self-drive, with the ability to work independently and navigate a fast-paced environment. - Genuine interest in technology, especially AI, with the commercial acumen to understand startup business models. - Native-level Mandarin and professional proficiency in English for effective internal and external communication. - A customer-centric mindset, with the patience to build trust and invest in clients’ long-term growth. Preferred - Experience in FinTech, SaaS or the startup ecosystem. - Experience selling to early-stage technology companies or working with founders. - Experience supporting businesses with cross-border operations, global treasury management or compliance needs. 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 stay close to your industry, follow trends, and bring outside perspective into your work. - You communicate clearly and directly across cultures, and you’re thoughtful about how context shifts meaning across borders. LEARN MORE ABOUT YOUR TEAM The Startups team at Airwallex partners with the most promising venture-backed companies in Asia as they build across borders from day one. Sitting at the intersection of fintech, venture networks, and founder communities, we help startups put the right financial infrastructure in place early, so they can scale with more clarity, control, and momentum. The work is equal parts commercial and ecosystem. You’ll build deep relationships with founders, investors, accelerators, and partners across the region, while helping high-growth companies navigate the operational complexity that comes with scaling across markets. It is a team for people who think like builders: commercially sharp, deeply curious, and energised by the chance to back the next generation of companies early. If you want to work close to founders, build trust in the ecosystems that matter, and help ambitious companies grow with conviction, this is where you can make a mark. 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 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