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Airwallex is a unified payments and financial platform serving over 250,000 global businesses including Brex, Navan, Qantas, and SHEIN. The company offers integrated solutions spanning business accounts, payments, spend management, treasury, and embedded finance at global scale. Valued at $11 billion and backed by leading investors including Sequoia, Visa, Mastercard, and T. Rowe Price, Airwallex operates across 27 offices with 2,300+ employees.
As an Account Executive in the Mid-Market segment, you will own the complete sales cycle for mid-market customers, from prospecting through qualification, negotiation, close, and initial customer ramp-up. You'll build and manage a pipeline of high-value opportunities, focusing on longer, multi-stage sales cycles and complex buying processes. Your role includes developing territory plans to identify and win strategic mid-market accounts, building relationships with multiple stakeholders across finance, treasury, operations, procurement, and senior leadership, and navigating complex decision-making processes.
You will lead consultative, solution-based sales conversations by understanding customer needs and positioning Airwallex's multi-product solutions. You'll drive complex negotiations and bespoke commercial discussions, balancing customer requirements with commercial outcomes. Strong pipeline hygiene, forecasting accuracy, and disciplined CRM usage are essential. You'll ensure a strong customer experience through sales and onboarding, own the initial customer ramp-up period, and represent Airwallex at client meetings and industry events.
The role requires 5+ years of B2B sales experience, ideally selling technical, financial, or SaaS solutions to mid-market or enterprise customers. You must demonstrate a track record managing longer sales cycles, consultative/solution selling expertise, and the ability to multi-thread deals across multiple decision-makers. Experience with complex negotiations, bespoke commercial agreements, and multi-product sales is required. You'll need strong pipeline management, forecasting, and territory planning skills with disciplined CRM discipline. The role demands commercial drive, resilience, and persistence in complex deal environments. Superior analytical, presentation, and communication skills are essential, with fluency in English and Cantonese required.
