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 Enterprise customers are solving complex financial challenges across markets, products and stakeholders. You'll help them understand what’s possible with Airwallex’s FX and payment API solutions, while building the relationships and commercial momentum that move opportunities from prospecting to go-live. - Own the full enterprise sales cycle, from identifying and qualifying new opportunities through to go-live. - Build relationships with large, often multinational organisations across APAC, using your network, industry expertise and understanding of complex financial workflows to create meaningful commercial outcomes. - Partner with SDRs, Marketing, Strategy and cross-functional teams to build pipeline, improve funnel conversion and develop go-to-market strategies for priority industries and accounts. You'll work from our Hong Kong office five days a week. WHAT WE'RE LOOKING FOR Essentials - 8+ years of experience selling complex technology products to enterprise accounts, preferably with several years in fintech. - A proven track record of new-business solution selling in areas such as FX, payments, transaction banking or card issuing. - Experience selling to target sectors including eCommerce, marketplaces, fintech, online travel, digital content or similar network and platform businesses. - A strong network of decision-makers and stakeholders for payments or financial solutions across relevant enterprise prospects. - A track record of achieving revenue targets, sales KPIs and other commercial outcomes. - Strong analytical, organisational, communication and solution-selling skills, with the ability to tailor your approach to customer needs. - Experience identifying, influencing and managing complex buying groups and key decision-makers. - The ability to own the full deal cycle, from prospecting and pipeline development through to implementation and go-live. - The maturity, accountability and self-direction to operate effectively in a high-growth environment. Preferred - Experience selling APIs or other technically complex, API-driven solutions. - Experience working with FX, payment, transaction banking or card-issuing products. - Experience developing go-to-market strategies for specific verticals, companies or use cases. - Experience helping establish sales practices, processes or playbooks for a growing regional team. YOU'LL THRIVE HERE IF - You have a track record of hitting your numbers, and you’re motivated by stretch goals. - You’re comfortable owning the roadmap yourself. - You own the outcome and you don’t wait for permission to fix what’s broken. - You’re comfortable making decisions with incomplete information and moving quickly anyway. - You communicate clearly and directly across cultures, and you're thoughtful about how context shifts meaning across borders. - You’re comfortable operating across time zones with a globally distributed team, including colleagues based in APAC and EMEA. 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 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