The posting
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 https://www.airwallex.com/en-us/operating-principles to see it in full.
HOW YOU'LL MAKE IMPACT
You’ll help businesses bring financial services directly into their own products, using Airwallex’s embedded finance infrastructure to support their customers across markets. You’ll own complex, consultative sales cycles from prospecting and discovery through commercial negotiation, contract signature and launch.
- Build relationships with vertical SaaS companies, marketplaces, fintechs and other platforms.
- Help customers embed accounts, payments, payouts, FX and cards into their products.
- Understand each customer’s business model, platform architecture and money flows, then shape a clear commercial proposition.
- Navigate technical integrations, onboarding, compliance requirements and multi-stakeholder buying processes.
- Build pipeline across the UK/I enterprise market through account research, outbound prospecting, referrals, industry networks and targeted engagement.
- Work closely with SDRs, Solutions Engineering, Product, Legal, Risk, Operations and Account Management to develop business cases, run technical workshops and support a strong handover into implementation.
- Contribute to the embedded finance sales playbook by sharing customer insight, competitive context and deal learnings.
You’ll work from our London office three days a week.
WHAT WE'RE LOOKING FOR
Essentials
- Five years of sales experience, ideally in complex B2B, enterprise or technical sales.
- Experience owning consultative sales cycles involving multiple stakeholders and technical or API-enabled products.
- Strong discovery, commercial negotiation, presentation and deal-orchestration skills.
- The ability to understand a customer’s business model, platform architecture and money flows, then translate complex requirements into a clear commercial proposition.
- A track record of building pipeline, progressing opportunities and closing deals through ambiguity and long sales cycles.
- The confidence to engage stakeholders across Product, Engineering, Finance, Operations, Risk, Compliance and Customer Success.
Preferred
- Payments experience in fintech, particularly with embedded finance, platforms, marketplaces, acquiring, payouts or issuing.
- Experience selling to platform customers such as vertical SaaS companies, fintechs or marketplaces.
- Experience selling APIs, financial infrastructure, banking-as-a-service, payment infrastructure or other technical products.
- Around five or more years of experience in enterprise or strategic sales.
- Experience navigating longer, technical sales cycles with multiple decision-makers and implementation dependencies.
YOU'LL THRIVE HERE IF
- You have a track record of hitting your numbersYou're excited by a category that hasn't been won yet, and want to be early enough to shape it.
- You're comfortable with ambiguity. Give you a problem, not a prescription, and you'll run with it.
- You connect dots across functions and hold the big picture without losing grip on the details.
- You value in-person collaboration and are happy being in the office three days a week.
LEARN MORE ABOUT YOUR TEAM
Our Enterprise team helps large, often multinational organisations solve complex financial challenges. We’ve segmented the team by the problems they solve with our customers - moving money globally and managing treasury operations internally with our Spend solution, and embedding financial services across borders to expand their product offering for their customers with our Platform solution. This role will focus on the latter, helping customers understand what is possible with third-party embedded financial services, but will work closely with other roles who focus on first-party financial operations.
It’s a team for strategic sellers with a builder mindset, who combine strategic, value-driven thinking with deep product knowledge. We are comfortable with long deal cycles, multiple stakeholders, and ambiguity in processes. We are autonomous in our approach, taking ownership of our day to day approach and success, while working collaboratively within the team for best practices. We represent ourselves and the team with integrity and thoughtfulness, working cross-functionally in a respectful and cooperative manner. If you want to work on technically complex high-consequence deals that genuinely impact how customers go to market, this is the 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 http://airwallex.com email address. Please apply only through careers.airwallex.com http://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.
