Director, Enterprise, France

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 We're expanding our senior commercial leadership footprint across France to accelerate growth across Airwallex's enterprise solutions. You'll lead the enterprise commercial organisation in France, combining strategic direction with operational sales execution across a complex, multi-product platform. - Lead and scale an enterprise commercial organisation of 30+ people, including three Enterprise Sales Directors, to drive performance, accountability and operational excellence across France. - Own France's enterprise KPI and total regional revenue performance, introducing the sales discipline, forecasting rigour and ways of working needed to support sustained growth. - Define and execute the enterprise commercial strategy across core target verticals, expanding market share across Airwallex's full platform, including global business accounts, FX and treasury, spend management, global payments and embedded finance. - Sponsor and help close strategic, high-value enterprise opportunities worth $2M+ in contract value, building trusted relationships with French C-suite stakeholders and navigating complex, multi-stakeholder buying processes. - Partner with regional and global leadership, Risk, Legal, Compliance, Solutions Engineering and Product to turn market insight into stronger GTM execution, product alignment and seamless enterprise client onboarding. You'll work from our Paris, France office three days a week. WHAT WE'RE LOOKING FOR Essentials - 12+ years of experience in B2B enterprise sales within high-growth fintech, payments or enterprise software/SaaS environments. - 5+ years of direct people management experience, including experience managing managers and Director-level sales leaders. - A track record of leading a sizable enterprise sales organisation of 30+ people. - A personal track record of closing or sponsoring complex, multi-stakeholder enterprise deals valued at $2M+ ACV. - Experience leading sales turnarounds, implementing new ways of working and establishing high-performing sales cultures in scaling organisations. - Deep experience in complex, multi-product platform selling, such as cross-border payments, global banking infrastructure, FX and treasury or developer platform SaaS. - A pure commercial leadership background focused on revenue execution, pipeline growth and deal closing, rather than general operations or general management. - Professional fluency in French and English, and based in or willing to relocate to France. Preferred - Commercial leadership experience at a leading fintech or enterprise SaaS company, such as Stripe, Adyen, Datadog, Snowflake, Cloudflare or MongoDB. - An established network of C-suite decision-makers across major French enterprises, technology scale-ups and multinationals, including CFOs, Treasurers, CTOs and Procurement leaders. - Strong knowledge of global banking systems, FX risk management, treasury operations, card issuing or embedded finance infrastructure. - Experience operating with high autonomy in fast-paced, matrixed and rapidly evolving environments. 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 energized by change. Your grow happens in steps, not a straight line, and priorities shift as you learn. - You're comfortable making decisions with incomplete information and moving quickly anyway. - You know when to align and when to just decide. Collaboration isn't a way to avoid accountability. 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 ap