About the Job
Proudly founded in Melbourne, we have a team of over 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and...
We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles. You move fast with good judgment, dig deep with curiosity, and make decisions ...
You're humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If tha...
Key Responsibilities
We are building a new Enterprise Spend team - a dedicated motion focused on winning and expanding large enterprise customers around Airwallex’s spend management and expense solutions. This is a greenfield opportunity: you will be among the first Enterprise AEs in the Benelux & Nordics Enterprise team, helping define the sales playbook, shape GTM strategy, and close the deals that put Airwallex on the map in the enterprise spend category.
As an 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 bring a consultative, value-led approach and the gravitas to lead conversations at the C-suite.
You’re humble and collaborative; you turn zero-to-one ideas into real outcomes and “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high-visibility problems with exceptional teammates and grow your career as we build the future of global financial infrastructure.
Own end-to-end enterprise sales cycles from prospecting through to contract signature, with deal sizes typically $100K+ ARR
Build and manage a high-quality pipeline of enterprise prospects through outbound prospecting, partner referrals, field events, and industry networks
Conduct white space analysis and account planning to prioritise highest-potential opportunities within your territory
Run structured, consultative sales processes: discovery, value proposition design, stakeholder mapping, commercial negotiation, and close
Engage and build trust with multiple senior stakeholders - CFO, CPO, Head of Finance, IT and Procurement - across complex buying committees
Deliver compelling executive-level presentations and business cases that connect Airwallex’s spend management capabilities to specific customer outcomes
Represent Airwallex at industry events, conferences, and customer roundtables to build brand presence in the enterprise spend market
Partner with Solutions Engineering and Product to run proof-of-concepts and tailored demos that showcase platform value
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 a seamless handover and strong early adoption
Maintain rigorous CRM hygiene - accurate pipeline data, forecasting, and activity logging in Salesforce
Develop deep expertise in enterprise spend management, T&E, invoice automation, and corporate cards to credibly position Airwallex against competition
Stay current on market trends, customer procurement patterns, and the competitive landscape to sharpen your sales approach
Contribute to the development of the Enterprise Spend GTM playbook — messaging, objection handling, competitive battlecards
Required Skills & Abilities
5+ years of B2B enterprise software or SaaS sales experience, with a proven track record of exceeding quota in a new business (hunting) role
Demonstrable experience closing complex, multi-stakeholder enterprise deals ($100K+ ARR) with long sales cycles
Background in fintech, spend management, T&E, ERP, or adjacent enterprise software is highly valued - accounting knowledge preferred.
Experience managing the full commercial process: structuring bespoke agreements, negotiating procurement and legal terms, and coordinating across internal teams
Executive presence and credibility: you can hold a room with a CFO and tailor your message to different personas in the buying committee
Strong commercial acumen - you think in terms of business value, ROI, and customer outcomes, not just features
Consultative and curious: you ask great questions, listen actively, and build solutions around what matters most to the customer
You are a hunter by instinct - energised by building pipeline from scratch, not managing an inherited book
Comfortable with ambiguity; able to thrive in a newly formed team without a fully defined playbook
Meticulous with process: rigorous CRM usage, forecasting discipline, and attention to deal quality
Superior written and verbal communication skills in English; additional European languages a plus
