Director – 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 to see it in full.

How you'll make impact

Own enterprise sales across North America, helping large and multinational businesses solve complex financial challenges through Airwallex’s FX and Payment API products.

Build and manage a strong pipeline, using your network, industry experience, and market research to identify new enterprise customers, use cases, and expansion opportunities. Lead the full deal cycle from prospecting through close, including customer discovery, solution selling, commercial negotiation, and contract execution in partnership with Legal, Finance, Strategy, and Sales Enablement.

Deliver against volume, revenue, KPI, and other performance targets while creating a high-quality customer experience through onboarding and ongoing partnership. You’ll also help define sales best practices that will support the continued growth of the US sales team.

You’ll work from our San Francisco or NYC office, with the required days in the office to be confirmed.

What we're looking for

Essentials

• At least 8 years of experience selling complex technology products to enterprise accounts.

• A track record of achieving KPIs, revenue targets, and other measurable sales outcomes.

• Experience owning the full enterprise sales cycle, from prospecting through close and customer expansion.

• Strong commercial judgment and experience negotiating partnership agreements and commercial contracts with cross-functional partners.

• The ability to build and manage a reliable enterprise pipeline through research, relationships, and disciplined execution.

• Willingness to travel as required.

Preferred

• 2 to 3 years of experience in fintech or payments software.

• A proven track record in new-business solution selling, ideally within FX or payments.

• A broad existing network of payments decision-makers at target enterprise prospects.

• Experience selling complex, API-driven solutions and the ability to engage confidently with technical stakeholders.

• Strong analytical, communication, organization, and solution-selling skills, with experience identifying and influencing key decision-makers and stakeholders.

You'll thrive here if

• You have a track record of hitting your numbers, and you’re motivated by stretch goals.

• You’re comfortable making decisions with incomplete information and moving quickly anyway.

• You like defining your own space rather than staying in one narrow lane.

• You communicate clearly and directly across cultures, and you're thoughtful about how context shifts meaning across borders.

• You say what you mean. You're direct, but you lead with respect.

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 email address. Please apply only through 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.