Job description

ABOUT AIRWALLEX Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own. We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific. We're co-headquartered in San Francisco and Singapore, with more than 2,700 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles airwallex.com to see it in full. How you'll make impact As an Account Executive, you’ll help expand Airwallex’s presence in the US SME market by building relationships with small and mid-sized businesses across ecommerce, SaaS, professional services, and other technology-enabled sectors. - Own the full sales cycle, from outbound prospecting and discovery through solution design, negotiation, close, and early customer success. - Translate complex financial technology into clear business value, helping customers simplify cross-border payments, billing, spend management, and other financial operations. - Build strong customer outcomes by coordinating with internal teams, representing Airwallex at relevant industry events, and engaging technology partners. - Improve the efficiency and scalability of our sales motion by contributing to sales process refinement, new vertical development, and best-practice documentation. You’ll work from our San Francisco or New York City office at least three days a week. What we're looking for Essentials - At least 3 years of outbound B2B sales experience in fintech, payments, or adjacent technologies, with proven success selling to small businesses. - A track record of exceeding sales targets in a technical or solution-based selling environment. - Experience selling to one or more of the following: ecommerce, SaaS or subscription businesses, spend management or finance teams, or other technology-enabled or professional services organizations. - A consistent record of pipeline generation and outbound prospecting. - Proficiency with CRM systems, such as Salesforce, and sales enablement tools. - Excellent analytical, written, and verbal communication skills. - A bachelor’s degree or equivalent professional experience. Preferred - Experience in or strong exposure to the fintech ecosystem, including payments, FX, or related financial infrastructure. - A deep understanding of the challenges faced by SME and Growth companies operating or expanding internationally. - A customer-focused, consultative approach to sales. - The ability to engage in high-level partnership and commercial strategy discussions. - A solution-oriented approach to problem-solving and a “Figure It Out” mentality. - The ability to balance multiple priorities in a dynamic, high-growth environment. - Self-motivation and a strong sense of accountability for achieving key performance indicators. - A track record of contributing to new product launches, new vertical plays, or market expansions. You'll thrive here if - You have a track record of hitting your numbers, and you’re motivated by stretch goals. - You have experience at a fintech, payments company, or other highly regulated business. - You’re comfortable making decisions with incomplete information and moving quickly anyway. - You’re comfortable with ambiguity. Give you a problem, not a prescription, and you’ll run with it. - You say what you mean. You’re direct, but you lead with respect. Learn more about your team SME & Growth at Airwallex is about more than closing deals. We help small and mid-market businesses solve real financial challenges across borders: getting paid globally, managing multi-currency accounts, paying suppliers, and running spend across markets from a single platform. You're not selling a feature. You're helping founders and finance leaders replace fragmented financial operations with one global system that actually scales. It's a function for sellers who like to build, not follow a script: curious, resourceful, and comfortable figuring things out in markets that are still wide open. You get real autonomy to create value, build relationships, and move opportunities forward. If you want to sell a serious product, solve real problems for ambitious businesses, and build your career fast, this is a place to do it. APPLICANT SAFETY POLICY: FRAUD AND THIRD-PARTY RECRUITERS To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com airwallex.com email address. Please apply only through careers.airwallex.com careers.airwallex.com or our official LinkedIn page. Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary. EQUAL OPPORTUNITY Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.

Requirements

Must-haves

At least 3 years of outbound B2B sales experience in fintech, payments, or adjacent technologies, with proven success selling to small businesses.
A track record of exceeding sales targets in a technical or solution-based selling environment.
Experience selling to one or more of the following: ecommerce, SaaS or subscription businesses, spend management or finance teams, or other technology-enabled or professional services organizations.
A consistent record of pipeline generation and outbound prospecting.
Proficiency with CRM systems, such as Salesforce, and sales enablement tools.
Excellent analytical, written, and verbal communication skills.
A bachelor’s degree or equivalent professional experience.

Nice-to-haves

Experience in or strong exposure to the fintech ecosystem, including payments, FX, or related financial infrastructure.
A deep understanding of the challenges faced by SME and Growth companies operating or expanding internationally.
A customer-focused, consultative approach to sales.
The ability to engage in high-level partnership and commercial strategy discussions.
A solution-oriented approach to problem-solving and a “Figure It Out” mentality.
The ability to balance multiple priorities in a dynamic, high-growth environment.
Self-motivation and a strong sense of accountability for achieving key performance indicators.
A track record of contributing to new product launches, new vertical plays, or market expansions.
You'll thrive here if
You have a track record of hitting your numbers, and you’re motivated by stretch goals.
You have experience at a fintech, payments company, or other highly regulated business.
You’re comfortable making decisions with incomplete information and moving quickly anyway.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: ashby
Effort: quick

Benefits

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Vision