Head of Enterprise

Proudly founded in Melbourne, we have a team of over 2,200 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 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...

Develop and manage a top‑performing enterprise sales team and guide team members to succeed at both exceeding targets and collaborating effectively with their colleagues.
Develop and implement go‑to‑market strategies tailored to specific target verticals and/or named companies, working with Strategy and other functions to architect and execute a well‑oiled machine to drive sales funnel conversion.
Set team and individual KPIs, design corresponding compensation plans and hold team members accountable, while creating an environment that brings out the best in everyone.
Identify emerging markets, segments and potential prospects, and refine account and territory plans to capture those opportunities.
Implement tools and scalable processes to nurture the pipeline, track and report progress, and accurately forecast sales target volumes and revenues.
Lead and support complex commercial cycles, negotiating agreements and commercial contracts in conjunction with Legal, Finance and Strategy through to execution.

10+ years of sales experience in enterprise technology, preferably with several years in fintech or payments, including at least 5 years building and managing teams with a demonstrated track record of increasing success.
Proven experience selling complex, API‑driven or infrastructure‑level solutions, with the ability to engage both technical and commercial stakeholders.
Broad existing network of key decision makers for payments solutions at target prospects such as major eCommerce, online travel, digital content and similar network/platform businesses in Australia.
Strong people leadership skills, with a history of attracting, developing and retaining top‑tier enterprise sales talent while fostering a collaborative, performance‑driven culture.
Comfortable operating in a fast‑paced, globally dispersed environment and highly self‑motivated, with strong ownership and execution discipline.
Willingness to travel domestically (and occasionally internationally) as required to achieve commercial and customer outcomes.
Hands‑on experience with the end‑to‑end value chain of payments and cross‑border flows, including acquiring, FX, multi‑currency accounts and/or issuing.
Experience leading sales for large digital commerce, marketplace or platform businesses, including multi‑product or multi‑region deal structures.
Familiarity with modern sales methodologies and tooling (for example MEDDIC/MEDDPICC, Salesforce, sales analytics) to drive pipeline quality and forecast accuracy.
Prior experience working closely with Strategy, Product and Solutions/Engineering teams to shape go‑to‑market motions and influence product roadmap based on enterprise customer needs.

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.