Account Executive

About Airwallex

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 100,000 businesses worldwide – including Brex, Rippling, 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 1,500 of the brightest and most innovative people in tech located across more than 20 offices across the globe. Valued at US$5.6 billion and backed by world-leading investors including Sequoia, Lone Pine, Greenoaks, DST Global, Salesforce Ventures and Mastercard, 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.

About the team

The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers.

What you’ll do

Airwallex is seeking an experienced Account Executive to join our SME & Growth Business team. This role presents a unique opportunity to be at the forefront of our expansion in the US SME market. The ideal candidate will have a strong background in technical sales, particularly in the fintech or technology sector.

We are looking for individuals who are driven by customer success, have a solutions-oriented mindset, and possess an insatiable curiosity for innovation in financial technology. This position is critical in driving our growth and establishing Airwallex as a leader in embedded finance solutions for eCommerce retailers, marketplaces, and technology companies. Your primary focus will be bringing on new SME customers and leveraging your skills in pitching, negotiating, and driving internal processes to set up our partnerships for success.

This role is based in San Francisco.

Responsibilities:

• Develop a comprehensive understanding of Airwallex’s platform, APIs, and technical solutions to effectively communicate their value to potential clients.

• Manage the full sales cycle for SME accounts, from prospecting to closing deals, as well as ramping up new customers.

• Conduct technical consultations to identify client needs and propose tailored solutions.

• Exceed revenue targets by strategically positioning our suite of financial technology products, specifically our API solutions. 

• Collaborate with legal, finance, and strategy teams to negotiate and execute partnership agreements and commercial contracts.

• Contribute to the refinement of sales processes to enhance efficiency and scalability, including developing new vertices and enhancing our sales motion. 

• Set the standard for excellence within our SME sales function through exemplary performance and teamwork.
  

Who you are

We’re looking for people who meet the minimum qualifications for this role. The preferred qualifications are great to have, but are not mandatory.

Minimum qualifications:

• Bachelor’s degree or equivalent professional experience.

• Minimum 3 years of outbound B2B sales experience in the fintech, payments, or technology sector.

• Proven track record of consistent pipeline generation and outbound efforts.

• Proven track record of exceeding sales targets in a technical or solution-based selling environment; experience selling APIs is preferred.

• Experience selling to e-commerce, marketplace, or SaaS/technology verticals.

• Strong understanding of financial technology and its applications in business contexts.

• Proficiency with CRM systems (e.g., Salesforce) and sales enablement tools.

• Excellent analytical, written, and verbal communication skills.

Preferred qualifications:

• A customer-focused, consultative approach to sales.

• Experience with B2B payments or financial services API sales.

• Strategic thinker capable of engaging in high-level partnership discussions.

• Solution-oriented problem-solver with a "Figure It Out" mentality.

• Adept at balancing multiple priorities in a dynamic environment.

• Collaborative team player comfortable working across various departments and cultures.

• Self-motivated with a strong sense of accountability for achieving key performance indicators.

• Demonstrated success in a high-growth, fast-paced environment.

• Track record of contributing to new product launches or market expansions.

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.

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.