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About the Role
The Director, Enterprise Sales is a foundational sales role at Airwallex, focused on selling our FX & Payment API product into target verticals. This hybrid position requires a self-starter who can leverage their network and industry experience to achieve significant volume and revenue targets, with substantial commission and share option upside.
Responsibilities
- Acquire new enterprise customers across North America through your existing network and experience
- Own and drive the entire deal cycle from prospecting to close for both, new logos and customer expansions
- Identify new companies, use cases and prospects through research with help of our strategy and sales enablement team
- Work collaboratively with people at all levels and across functions and cultures
- Provide regular reporting against KPIs, metrics and targets
- Ensure the best customer experience and on-boarding process for new customers
- Negotiate partnership agreements and commercial contracts in conjunction with legal, finance and strategy through to execution
- Build and manage a strong, reliable pipeline, as well as help define best practices that will be the foundation for the US sales team
Requirements
- At least 8 years of experience selling a complex technology product to enterprise accounts
- Success-oriented and hold yourself accountable for delivering key outcomes, including KPIs and revenue targets
- Willing to travel as required
- Sales experience includes 2 to 3 years in fintech or payments software
- A top performing sales professional with a proven track record of new business solution selling, ideally within FX or payment sales
- Broad existing network of key decision makers for payments solutions at our target prospects
- A technical mindset, with prior experience in selling complex, API-driven solutions
- Strong analytical skills
- Organized way of working
- Excellent communication and solution selling skills (directly tailored to customer needs)
- Experience in identifying and influencing key decision makers and stakeholders
Skills
- FX & Payment API product sales
- Solution selling
- Negotiation
- Pipeline management
- Customer relationship management
Location
- San Francisco
- New York
Work Type
- Hybrid
Experience Level
- 8+ years of experience selling complex technology products to enterprise accounts
- 2-3 years in fintech or payments software
About the Company
- Airwallex is the only unified payments and financial platform for global businesses.
- Powered by proprietary infrastructure and software, we empower over 250,000 businesses worldwide.
- Solutions include business accounts, payments, spend management, treasury, and embedded finance.
- Founded in Melbourne, with a team of over 2,300 people across 27 offices globally.
- Valued at US$11 billion and backed by world-leading investors.
- We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership.
- We value strong role-related expertise, sharp thinking, and a mission-driven approach.
- We encourage moving fast with good judgment, deep curiosity, and first-principles decision-making.
- We foster a humble and collaborative environment where ideas are turned into products.
- We utilize AI to enhance productivity and problem-solving.
- The Enterprise Business team is a high-performing and collaborative group focused on transforming how large global businesses operate.
- We are passionate about delivering cutting-edge payments and financial solutions.
- The team values strategic thinking, customer focus, and understanding multinational organization challenges.
Equal Opportunity
- Airwallex is proud to be an equal opportunity employer.
- We value diversity and consider anyone seeking employment based on merit, qualifications, competence, and talent.
- We do not discriminate based on color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status.
- We accommodate disabilities or special needs requiring accommodation.