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Airwallex is a unified payments and financial platform serving over 250,000 businesses globally, including Brex, Navan, Qantas, and SHEIN. The company provides integrated solutions for business accounts, payments, spend management, treasury, and embedded finance at scale. Valued at $11 billion and backed by leading investors including T. Rowe Price, Visa, Mastercard, and Sequoia, Airwallex operates across 27 offices with over 2,300 employees.
As an Account Executive for Enterprise Payments, you will drive complex, multi-stakeholder sales cycles targeting large global businesses seeking to improve payment acceptance across markets and payment methods. You own the entire sales journey from prospecting and discovery through commercial negotiation, contract signature, and implementation go-live.
Key responsibilities include:
- Owning end-to-end enterprise sales cycles with independent pipeline generation through outbound prospecting, partner referrals, field events, and account research
- Conducting white-space analysis and account planning to identify high-potential businesses, map buying committees, and establish clear action plans
- Running structured, consultative sales processes covering discovery, qualification, payment-flow analysis, value proposition design, stakeholder mapping, and commercial negotiation
- Delivering executive-level presentations, proposals, and quantified business cases connecting Airwallex capabilities to measurable customer outcomes
- Partnering with Solutions Engineering and Payments Product to conduct tailored demonstrations, technical workshops, and proof-of-concepts addressing complex payment flows
- Collaborating with Marketing and GTM Partnerships on territory demand generation, account-based campaigns, competitive positioning, and industry events
- Coordinating with Implementation and Account Management to ensure seamless handover, successful go-live, and strong early adoption
- Contributing to the Enterprise Payments go-to-market playbook, including messaging, discovery frameworks, objection handling, and competitive battlecards
The role is based in Amsterdam or Stockholm, offering high ownership in a collaborative, high-performing team focused on transforming how large global businesses operate.
REQUIREMENTS:
- Direct experience selling payment acceptance, acquiring, payment gateways, merchant services, checkout, payment orchestration, or related payments infrastructure
- Minimum 5 years of enterprise sales experience with a proven track record of closing high-value deals with long sales cycles, independently generated pipeline, and consistently strong quota attainment
- Experience managing complex, multi-stakeholder enterprise sales cycles from discovery through negotiation and close
- Strong discovery, consultative selling, commercial negotiation, presentation, and deal-orchestration skills
- Experience selling technical or API-enabled products with ability to translate complex payment flows into clear commercial outcomes for executive stakeholders
- Superior written and verbal communication skills in English; plus either Dutch or Swedish
