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ABOUT AIRWALLEX

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 676,000 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 2,300 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.

ABOUT THE ROLE

We're looking for an Account Executive to join our new SME team, selling into the eCommerce, SaaS and Professional Services industries. These are fast-growing businesses operating internationally, and we're the only fintech with the payment infrastructure, software and AI layer to streamline how they get paid, manage treasury and pay suppliers from one system. Your job is to understand their priorities, surface where their finance systems are holding them back, and build the case for change.

WHAT YOU WILL BE DOING

PIPELINE AND NEW BUSINESS GENERATION

• Territory planning: prioritising accounts and the people worth reaching out to, as well as identifying routes in through partners or leadership connections.
• Owning your outbound strategy: building a hypothesis on what a business is prioritising and where things are likely breaking, then getting to the right people. Our product evolves quickly, so we need reps who develop new angles as they open up.
• Running a proven sales process, and iterating on it: understanding a business's priorities, the challenges preventing them from executing, and building the ROI case with the customer.
• Forecasting: using MEDDPICC to know where you are in a deal, where the gaps are, and to forecast accordingly.

CROSS-FUNCTIONAL COLLABORATION

• Implementation and account management: coordinating implementation and handover, including the mutual action plans that keep everyone aligned on timelines and get the customer adopting quickly.
• Product: relaying customer insight to the product team and influencing roadmap priorities.
• Marketing: working together on ABM campaigns, competitive positioning and customer case studies.

WHAT YOU BRING

EXPERIENCE

• Ideally 3+ years of B2B software or fintech sales experience, with at least 1 year in an outbound closing role.
• If you have 2+ years in an outbound lead generation role and have been deliberate about upskilling for a move into closing, apply and tell us how.

SKILLS AND MINDSET

• Curious: about the industries we sell into, the people we sell to, and our own product. You want to understand how things actually work, not just what to say about them. You think on your feet and you're clear and concise with your communication.
• Perceptive: you read a room, and you have genuine empathy for the people you're selling to and working alongside.
• Driven: the motivation comes from you. You want to get better, and you keep working through the stretches where results lag effort.
• Honest: you bring problems forward early rather than letting them surface late, and you're upfront when you don't know something.
• Coachable: you take feedback and act on it quickly, while being critical enough about what you hear to apply it selectively.

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, please let us know.