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About the Role
The Head of Strategic Accounts will be a founding sales role in the Americas, focused on selling Airwallex's API-powered financial technology platform to Fortune 500 companies. This role involves owning high-value, complex sales cycles and exceeding revenue targets, with meaningful performance-based upside.
Responsibilities
- Acquire new strategic customers across North America, with a focus on Fortune 100 and Fortune 500 companies, through your existing network and industry relationships
- Own and drive sophisticated, multi-stakeholder sales cycles from ideation and prospecting through negotiation, closing, onboarding, and expansion
- Identify new companies, use cases, and opportunities through research and close partnership with our strategy and sales enablement teams
- Develop trusted relationships with senior decision-makers across finance, payments, treasury, technology, procurement, and other relevant functions
- Build and manage a strong, reliable pipeline aligned to revenue and volume targets
- Work collaboratively with colleagues across sales, product, engineering, solutions consulting, strategy, finance, legal, and implementation
- Negotiate partnership agreements and commercial contracts in partnership with legal, finance, and strategy through execution
- Ensure an exceptional customer experience and effective onboarding process for new customers
- Provide regular, accurate reporting on pipeline health, forecasts, KPIs, and performance against targets
- Help define the account strategy, sales methodology, and best practices that will form the foundation of the US strategic accounts motion
Requirements
- 10+ years of experience selling complex technology solutions to enterprise accounts
- An established network of senior decision-makers and influencers responsible for payments, financial operations, treasury, or related functions at Fortune 500 companies or organizations of comparable scale
- Demonstrated experience selling API-driven or technically complex solutions with meaningful integration requirements
- A track record of exceeding revenue and sales targets in sophisticated, consultative enterprise sales environments
- Experience navigating long, complex sales cycles involving multiple stakeholders, business units, and geographies
- Strong analytical skills, business acumen, and disciplined pipeline-management habits
- Excellent communication, negotiation, presentation, and solution-selling skills
- Experience identifying, influencing, and aligning key decision-makers and stakeholders
- A collaborative and adaptable working style, with the ability to operate effectively across functions, cultures, and levels of seniority
- Experience working at a fintech, payments, banking, or financial technology company
- Experience selling infrastructure, APIs, embedded finance, or other technology products that require technical integration
- A technical product mindset and a passion for solving complex customer problems through technology
- Experience building a new sales motion, strategic accounts program, or market from the ground up
Skills
- API-powered financial technology platform sales
- Enterprise sales
- Consultative selling
- Negotiation
- Presentation
- Solution selling
- Pipeline management
- Relationship building
- Strategic account management
- Fintech
- Payments
- Banking
- Financial technology
- Infrastructure sales
- API sales
- Embedded finance sales
- Technical product mindset
Location
- San Francisco, CA
Work Type
- Full-time
Experience Level
- 10+ years of experience selling complex technology solutions to enterprise accounts
About the Company
- Airwallex is the only unified payments and financial platform for global businesses, empowering over 250,000 businesses worldwide with integrated solutions for business accounts, payments, spend management, treasury, and embedded finance.
- Founded in Melbourne, Airwallex has over 2,300 employees across 27 global offices and is valued at US$11 billion, backed by leading investors.
- The company hires builders with founder-like energy who seek impact, accelerated learning, and ownership, motivated by its mission and operating principles.
- Airwallex fosters a culture of moving fast with good judgment, deep curiosity, and first-principles decision-making, balancing speed and rigor.
- The company values humility, collaboration, and end-to-end execution, encouraging the use of AI to work smarter and solve problems faster.
- Employees tackle complex, high-visibility problems with exceptional teammates and grow their careers as Airwallex builds the future of global banking.
Equal Opportunity
- Airwallex is an equal opportunity employer that values diversity and considers all individuals based on merit, qualifications, competence, and talent.
- Hiring decisions are made without regard to color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status.
- Airwallex provides accommodations for individuals with disabilities or special needs upon request.