Account Executive, SME & Mid Market (Payments & Billing)

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. ACCOUNT EXECUTIVE, SME & MID MARKET (PAYMENTS & BILLING) HOW YOU'LL MAKE IMPACT This role will help expand Airwallex’s Payments and Billing business across high-potential SME and mid-market customers in Australia. You’ll combine commercial judgement with enough product and technical fluency to turn complex payment, billing and revenue workflows into practical solutions. - Drive adoption of Payments and Billing solutions, including card acquiring, alternative payment methods, invoicing, subscription management and usage-based billing. - Own opportunities from discovery and qualification through solution design, negotiation, close and handover to post-sales teams. - Lead structured discovery across customers’ payment, billing and revenue workflows, then partner with Product, Solutions Engineering and other internal specialists to shape tailored multi-product solutions. - Present clear commercial recommendations to senior stakeholders, including founders, CFOs, CTOs and Heads of Payments. - Build customer references, early adopter testimonials and joint success stories that strengthen Airwallex’s Payments and Billing go-to-market approach. - Maintain accurate pipeline, forecasting and CRM hygiene, while sharing customer needs, competitive dynamics and deal blockers with Product and go-to-market teams. You’ll work from our Sydney or Melbourne office. WHAT WE'RE LOOKING FOR Essentials - Experience in an Account Executive, business development or product sales role selling fintech, payments, billing, SaaS or another complex B2B product. - A track record of owning commercial opportunities through negotiation and close, with evidence of achieving revenue, gross profit or other relevant sales targets. - Experience running structured discovery and translating complex customer requirements into clear commercial proposals. - Strong understanding of card acquiring, payment flows, alternative payment methods or billing and revenue workflows, including how payment methods can affect conversion, risk and economics. - Strong presentation, negotiation and stakeholder management skills across technical, commercial and executive audiences. Preferred - Experience selling to finance, revenue operations, product, engineering or payments teams at SaaS, fintech, marketplace, subscription-driven or other technology businesses. - Familiarity with billing or revenue platforms such as Stripe Billing, Chargebee, Zuora, Recurly or equivalent systems. - Exposure to global payments, FX, multi-currency products, APIs, integrations or data flows. - Experience in eCommerce, retail, SaaS, marketplaces, travel or other sectors where payments and billing are business-critical. - Experience working in a high-growth or regulated environment where priorities evolve and commercial processes are still being refined. YOU'LL THRIVE HERE IF - 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 have a track record of hitting your numbers, and you’re motivated by stretch goals. - You simplify complexity rather than hiding behind it. - You say what you mean. You're direct, but you lead with respect. LEARN MORE ABOUT YOUR TEAM SME & Growth at Airwallex is about more than closing deals. We help small and mid-market businesses solve real financial challenges across borders: getting paid globally, managing multi-currency accounts, paying suppliers, and running spend across markets from a single platform. You're not selling a feature. You're helping founders and finance leaders replace fragmented financial operations with one global system that actually scales. It's a function for sellers who like to build, not follow a script: curious, resourceful, and comfortable figuring things out in markets that are still wide open. You get real autonomy to create value, build relationships, and move opportunities forward. If you want to sell a serious product, solve real problems for ambitious businesses, and build your career fast, this is a 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 conditi