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Airwallex is a unified payments and financial platform serving over 250,000 businesses globally, including Brex, Navan, and Qantas. The company is building a new Enterprise Embedded Finance (EmFi) team focused on winning and expanding large enterprise customers around embedded finance solutions.
As a Senior Enterprise Account Executive, you will own the full sales cycle for complex, multi-stakeholder opportunities targeting CFOs, Finance Directors, and Heads of Operations at companies with complex payment flows and international growth ambitions. Deal sizes typically range from $250K+ ARR.
Key responsibilities include:
**New Business & Pipeline Generation**: Own end-to-end enterprise sales cycles from prospecting through contract signature. Build and manage a high-quality pipeline through outbound prospecting, partner referrals, field events, and industry networks. Conduct white space analysis and account planning to prioritize highest-potential opportunities within your territory. Run structured, consultative sales processes including discovery, value proposition design, stakeholder mapping, commercial negotiation, and close.
**Customer & Stakeholder Engagement**: Engage and build trust with multiple senior stakeholders across complex buying committees. Deliver compelling executive-level presentations and business cases connecting Airwallex capabilities to customer outcomes. Represent Airwallex at industry events and conferences to build brand presence. Partner with Solutions Engineering and Product to run proof-of-concepts and tailored demos.
**Cross-functional Collaboration**: Work closely with product teams to relay customer insights and influence roadmap priorities. Collaborate with Marketing on territory demand generation, ABM campaigns, and competitive positioning. Coordinate with Implementation post-close for seamless handover and adoption. Maintain rigorous CRM hygiene in Salesforce.
**Market & Competitive Intelligence**: Develop deep expertise in EmFi to credibly position Airwallex against competition. Stay current on market trends and competitive landscape. Contribute to developing the Enterprise GTM playbook including messaging, objection handling, and competitive battlecards.
You bring 10+ years of professional experience in strategy consulting and/or tech, with native German proficiency and fluent English. Strong critical thinking, problem-solving skills, and a track record of driving results end-to-end. Highly adaptable with ability to navigate ambiguity and create structure in fast-moving environments. Prior enterprise sales and finance experience preferred.
