Senior Account Executive, Enterprise, Spend

About the role

Airwallex is seeking a Senior Enterprise Account Executive to join our new Enterprise Spend team in a greenfield role. You will own the full sales cycle for complex, multi-stakeholder opportunities, targeting CFOs and Finance Directors at large enterprises. This role involves defining the sales playbook, shaping GTM strategy, and closing high-value deals to establish Airwallex in the enterprise spend category.

Responsibilities

• Own end-to-end enterprise sales cycles from prospecting through to contract signature.
• Build and manage a high-quality pipeline of enterprise prospects through outbound prospecting, partner referrals, and industry networks.
• Conduct white space analysis and account planning to prioritise highest-potential opportunities.
• Run structured, consultative sales processes including discovery, value proposition design, and commercial negotiation.
• Engage and build trust with senior stakeholders such as CFOs, CPOs, and Heads of Finance.
• Deliver executive-level presentations and business cases connecting platform capabilities to customer outcomes.
• Collaborate with product and marketing teams to influence roadmap priorities and develop GTM strategies.

Required skills

• B2B enterprise software sales
• SaaS sales
• Pipeline generation
• Consultative sales
• Stakeholder management
• German
• English
• Salesforce

Nice to have

• Fintech
• Spend management
• Travel & expense
• ERP
• Accounting
• Value selling
• ROI positioning

Qualifications

• 10+ years of professional experience
• 3+ years in B2B enterprise software or SaaS sales
• Proven track record of exceeding quota on complex, multi-stakeholder enterprise deals

About the Company

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. Founded in 2015, the company provides the regulated infrastructure for global payments, serving over 675,000 businesses worldwide.