Account Executive, SaaS

About Airwallex
Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 200,000 businesses worldwide - including Brex, Rippling, Navan, Qantas, SHEIN and many more - with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale.
Proudly founded in Melbourne, we have a team of over 2,000 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 Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you're ready to do the most ambitious work of your career, join us.
Attributes We Value
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 from first principles, balancing speed and rigor.
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 that sounds like you, let's build what's next.
About the team
The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers.
What you'll do
Airwallex is seeking an experienced Account Executive. This role presents a unique opportunity to be at the forefront of our expansion in the US market, with a particular emphasis on serving SaaS businesses that are growing internationally. The ideal candidate will have a strong background in technical sales, particularly in the fintech or technology sector, with demonstrable experience working with SaaS companies and selling payments solutions such as payments acceptance and billing.
We are looking for individuals who are driven by customer success, have a solutions-oriented mindset, and possess an insatiable curiosity for innovation in financial technology. This position is critical in driving our growth and establishing Airwallex as a leader in finance solutions for technology companies. Your primary focus will be bringing on new customers and leveraging your skills in pitching, negotiating, and driving internal processes to set up our partnerships for success. You'll also be willing to represent Airwallex at SaaS events and work with technology partners that complement our native product build.
We operate in a hybrid work environment, requiring presence in the office at least three days per week.
This role is based in San Francisco or New York City.
Responsibilities:

• Develop deep product expertise in Airwallex's platform and technical solutions to effectively serve SaaS businesses.
• Drive the full sales cycle from prospecting to closing deals, including customer onboarding and success.
• Develop expertise in Airwallex's platform solutions, particularly for payments acceptance, billing and cross-border payments
• Exceed revenue targets through strategic positioning of our financial technology suite.
• Conduct technical consultations to identify client needs and propose tailored solutions.
• Collaborate with legal, finance, and strategy teams to negotiate and execute partnership agreements and commercial contracts.
• Contribute to the refinement of sales processes to enhance efficiency and scalability, including developing new vertices and enhancing our sales motion.
• Set the standard for excellence within our sales function through exemplary performance and teamwork.

Who you are
We're looking for people who meet the minimum qualifications for this role. The preferred qualifications are great to have, but are not mandatory.
Minimum qualifications:

• Minimum 3 years of outbound B2B sales experience in fintech, payments, or technology, with proven success selling payments solutions to SaaS businesses.
• Track record of exceeding sales targets in a technical or solution-based selling environment.
• Strong understanding of financial technology and its applications.
• Experience selling to SaaS companies with subscription and /or usage based pricing models.
• Bachelor's degree or equivalent professional experience.
• Proven track record of consistent pipeline generation and outbound efforts.
• Proficiency with CRM systems (e.g., Salesforce) and sales enablement tools.
• Excellent analytical, written, and verbal communication skills.

Preferred qualifications:

• Strong network in the SaaS industry.
• Deep understanding of the SaaS landscape, key players, and common challenges faced by companies.
• A customer-focused, consultative approach to sales.
• Strategic thinker capable of engaging in high-level partnership discussions.
• Solution-oriented problem-solver with a "Figure It Out" mentality.
• Adept at balancing multiple priorities in a dynamic environment.
• Collaborative team player comfortable working across various departments and cultures.
• Self-motivated with a strong sense of accountability for achieving key performance indicators.
• Demonstrated success in a high-growth, fast-paced environment.
• Track record of contributing to new product launches or market expansions.

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 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.
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.
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