Director, Enterprise, Payments

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...

Own end-to-end enterprise sales cycles from prospecting through to contract signature, with deal sizes typically $250K+ 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 payment acceptance capabilities to specific customer outcomes
Represent Airwallex at industry events, conferences, and customer roundtables to build brand presence in the enterprise payment acceptance market
Partner with Solutions Engineering and Product to run proof-of-concepts and tailored demos that showcase platform value
Work closely with the Enterprise Payments 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 payment acceptance, card acquiring, payment service providers, payment orchestration, fraud prevention, and checkout optimisation 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 Payments GTM playbook — messaging, objection handling, competitive battlecards

We’re looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory.
10+ years of total experience, including 3+ years in enterprise sales (hunting/new business) at a payments or fintech company.
Proven track record of consistently exceeding quota on complex enterprise deals ($250K+ ARR) with long sales cycles.
Demonstrated ability to manage full commercial cycles: prospecting, multi-stakeholder discovery, value selling, and negotiating legal/procurement terms.
Fluent in English and native-level proficiency in German.
Adaptable, results-driven mindset with a track record of thriving in high-growth, fast-paced environments.
English and German communication: Communicate with clarity and credibility in both English (fluent) and German (native).
Deep domain expertise in payment acceptance, card acquiring, PSPs, payment orchestration, or adjacent enterprise SaaS.
Foundational understanding of accounting and complex financial flows.
Strong executive-level presentation skills with experience multi-threading across CFOs, Heads of Product, and Procurement.
Proven ability to create structure and navigate ambiguous, early-stage enterprise sales environments.
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 email address. Please apply only through 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.