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Airwallex is a unified payments and financial platform serving over 250,000 global businesses. As an Account Executive focused on Startups, you'll drive sales to early-stage UK companies (Seed-Series A) and embed Airwallex as their finance stack of choice.
You'll own the full sales cycle: prospecting, qualification, close, and onboarding. Working closely with the VC Partnerships team, you'll access high-growth startups through strategic ecosystem mapping (accelerators, incubators, venture funds) and supplement top-down efforts with proactive outbound to key portfolio companies. You'll ensure seamless founder-friendly onboarding, guiding startups through KYC, product setup, and first transactions.
Education is central to the role. You'll conduct monthly office hours for startup customers, helping them build scalable finance operations using Airwallex's full product suite (global accounts, payments, spend management, treasury, embedded finance). You'll gather competitive intelligence by tracking which competitors win in the startup ecosystem and why, feeding insights back to product and marketing teams.
Community building is equally important. You'll actively embed Airwallex in the UK startup ecosystem by attending and speaking at events, building relationships with founders and ecosystem partners, and contributing to startup-focused content (newsletters, product releases, VC spotlights). You'll be a visible brand advocate, sharing success stories and insights to build credibility.
Minimum qualifications: 2+ years B2B SaaS, Fintech, or payments sales experience (SDR, AE, or AM roles); proven track record meeting targets; demonstrated full-cycle sales ability; genuine affinity for the startup ecosystem with familiarity of UK VCs, accelerators, and investor communities; excellent communication and relationship-building skills; ability to lead fast deals through credible, strategic conversations with senior founders; comfort with event-driven activation; proficiency in CRM and pipeline management.
Preferred: fintech/payments background with understanding of global accounts, payment acceptance, FX, card issuing, or spend management; hands-on exposure to AI tools (Claude, Cursor) or track record as early adopter; experience managing a backbook or portfolio.
