Senior Account Executive, Enterprise, Spend

Навыки

• B2B-продажи
• CAC / CPA / CPL
• CRM-системы
• GMV / MRR
• Google Tag Manager
• Ответственность за результат
• Позиционирование и УТП

О компании и продукте

• Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 250,000 businesses worldwide – including Brex, Navan, Qantas, SHEIN and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale.
• Proudly founded in Melbourne, we have a team of over 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us.
• We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles https://www.airwallex.com/us/operating-principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor.

Задачи

• New Business & Pipeline Generation
• Own end-to-end enterprise sales cycles from prospecting through to contract signature, with deal sizes typically $250K+ ARR
• Build and manage a high-quality pipeline of enterprise prospects through outbound prospecting, partner referrals, field events, and industry networks
• Conduct white space analysis and account planning to prioritise highest-potential opportunities within your territory
• Run structured, consultative sales processes: discovery, value proposition design, stakeholder mapping, commercial negotiation, and close
• Customer & Stakeholder Engagement
• Engage and build trust with multiple senior stakeholders – CFO, CPO, Head of Finance, IT and Procurement – across complex buying committees
• Deliver compelling executive-level presentations and business cases that connect Airwallex’s spend management capabilities to specific customer outcomes
• Represent Airwallex at industry events, conferences, and customer roundtables to build brand presence in the enterprise spend market
• Partner with Solutions Engineering and Product to run proof-of-concepts and tailored demos that showcase platform value
• Cross-functional Collaboration
• Work closely with the Enterprise Spend product team to relay customer insights and influence roadmap priorities
• Collaborate with Marketing on territory demand generation, ABM campaigns, and competitive positioning
• Coordinate with Implementation post-close to ensure a seamless handover and strong early adoption
• Maintain rigorous CRM hygiene – accurate pipeline data, forecasting, and activity logging in Salesforce
• Market & Competitive Intelligence
• Develop deep expertise in enterprise spend management, T&E, invoice automation, and corporate cards to credibly position Airwallex against competition
• Stay current on market trends, customer procurement patterns, and the competitive landscape to sharpen your sales approach
• Contribute to the development of the Enterprise Spend GTM playbook — messaging, objection handling, competitive battlecards

Требования

• Experience
• 10+ years of professional experience, including 3+ years in B2B enterprise software or SaaS sales (hunting/new business)
• Proven track record of exceeding quota on complex, multi-stakeholder enterprise deals ($250K+ ARR) with long sales cycles
• End-to-end deal management expertise, from pipeline generation to structuring bespoke agreements and negotiating legal/procurement terms
• Bilingual proficiency: Native German speaker and fluent in English
• Goal-oriented, adaptable mindset with strong execution skills and the ability to navigate ambiguous environments

Будет плюсом

• Domain background in fintech, spend management, travel & expense (T&E), ERP, or adjacent enterprise software (accounting knowledge preferred)
• Demonstrated excellence in value selling, multi-threading executive stakeholders, and ROI positioning
• Strong commercial acumen and strategy execution across complex, long-cycle accounts
• 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
• 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

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