SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
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 Spend team focused on winning and expanding large enterprise customers around spend management and expense 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 significant spend complexity. You will bring a consultative, value-led approach and the gravitas to lead C-suite conversations.
Key responsibilities include:
**New Business & Pipeline Generation**
Own end-to-end enterprise sales cycles from prospecting through contract signature, with deal sizes typically $250K+ ARR. 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's spend management capabilities to specific customer outcomes. Represent Airwallex at industry events, conferences, and customer roundtables to build brand presence. Partner with Solutions Engineering and Product to run proof-of-concepts and tailored demos.
**Cross-functional Collaboration**
Work closely with the Enterprise Spend product team 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 to ensure seamless handover and strong early adoption. Maintain rigorous CRM hygiene with accurate pipeline data, forecasting, and activity logging in Salesforce.
**Market & Competitive Intelligence**
Develop deep expertise in enterprise spend management, T&E, invoice automation, and corporate cards. Stay current on market trends, customer procurement patterns, and competitive landscape. Contribute to development of the Enterprise Spend GTM playbook.
Required: 10+ years professional experience including 3+ years in B2B enterprise software/SaaS sales (hunting/new business). Proven track record exceeding quota on complex, multi-stakeholder enterprise deals ($250K+ ARR) with long sales cycles. End-to-end deal management expertise from pipeline generation to structuring bespoke agreements and negotiating legal/procurement terms. Native German speaker and fluent in English. Goal-oriented, adaptable mindset with strong execution skills.
Preferred: Domain background in fintech, spend management, travel & expense, ERP, or adjacent enterprise software. Demonstrated excellence in value selling, multi-threading executive stakeholders, and ROI positioning. Strong commercial acumen and strategy execution across complex, long-cycle accounts.
