Head of Strategic Accounts
Airwallex
Head of Strategic Accounts
Airwallex
Runs global payments and accounts for businesses
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.
As the first Head of Strategic Accounts in the Americas, you’ll build Airwallex’s strategic accounts motion by selling our API-powered financial technology platform to Fortune 500 companies and organizations of comparable scale. You’ll use your enterprise sales experience, industry expertise, and existing network to acquire new strategic customers across North America and own complex sales cycles from account strategy and prospecting through negotiation, close, onboarding, and expansion. You’ll build a durable pipeline, establish best practices for the broader US sales organization, and help large organizations transform how they manage payments, treasury, and financial operations.
Acquire new strategic customers across North America, with a focus on Fortune 100 and Fortune 500 companies, through your existing network and industry relationships.
Own and drive sophisticated, multi-stakeholder sales cycles from ideation and prospecting through negotiation, closing, onboarding, and expansion.
Identify new companies, use cases, and opportunities through research and close partnership with our strategy and sales enablement teams.
Develop trusted relationships with senior decision-makers across finance, payments, treasury, technology, procurement, and other relevant functions.
Build and manage a strong, reliable pipeline aligned to revenue and volume targets.
Work collaboratively with colleagues across sales, product, engineering, solutions consulting, strategy, finance, legal, and implementation.
Negotiate partnership agreements and commercial contracts in partnership with legal, finance, and strategy through execution.
Ensure an exceptional customer experience and effective onboarding process for new customers.
Provide regular, accurate reporting on pipeline health, forecasts, KPIs, and performance against targets.
Help define the account strategy, sales methodology, and best practices that will form the foundation of the US strategic accounts motion.
You’ll be based in San Francisco or NYC and work in the office three days a week.
Essentials
10+ years of experience selling complex technology solutions to enterprise accounts.
An established network of senior decision-makers and influencers responsible for payments, financial operations, treasury, or related functions at Fortune 500 companies or organizations of comparable scale.
Demonstrated experience selling API-driven or technically complex solutions with meaningful integration requirements.
A track record of exceeding revenue and sales targets in sophisticated, consultative enterprise sales environments.
Experience navigating long, complex sales cycles involving multiple stakeholders, business units, and geographies.
Strong analytical skills, business acumen, and disciplined pipeline-management habits.
Excellent communication, negotiation, presentation, and solution-selling skills.
Experience identifying, influencing, and aligning key decision-makers and stakeholders.
A collaborative and adaptable working style, with the ability to operate effectively across functions, cultures, and levels of seniority.
Preferred
Experience working at a fintech, payments, banking, or financial technology company.
Experience selling infrastructure, APIs, embedded finance, or other technology products that require technical integration.
A technical product mindset and a passion for solving complex customer problems through technology.
Experience building a new sales motion, strategic accounts program, or market from the ground up.
You have a track record of hitting your numbers, and you’re motivated by stretch goals.
You’re excited by a category that hasn’t been won yet, and want to be early enough to shape it.
You’re comfortable with ambiguity. Give you a problem, not a prescription, and you’ll run with it.
You say what you mean. You’re direct, but you lead with respect.
You’re comfortable making decisions with incomplete information and moving quickly anyway.
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.
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.
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.
Airwallex runs a financial platform for businesses that sell, buy and operate across borders, from startups to large enterprises. Its multi-currency accounts let customers receive and hold money locally, then pay overseas suppliers without converting every sale into their home currency. Businesses also use its corporate cards and expense controls to manage spending, while online sellers accept customer payments through its checkout tools. Finance teams work in a web app, and developers embed the services in other software; Airwallex earns transaction fees and charges for paid software plans. Founded in Melbourne in 2015, Airwallex has dual headquarters in Singapore and San Francisco.
Explore more opportunities at Airwallex