At a Glance
- Tasks: Drive enterprise sales cycles and engage with senior stakeholders to close high-value deals.
- Company: Join Airwallex, a leading global payments platform valued at $8 billion.
- Benefits: Enjoy competitive salary, uncapped commission, equity options, and hybrid working.
- Other info: Accelerate your career growth in a dynamic, collaborative environment.
- Why this job: Be part of a greenfield opportunity and shape the future of enterprise spend management.
- Qualifications: 5+ years in B2B software sales with a track record of closing complex deals.
The predicted salary is between 60000 - 80000 £ per year.
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 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, Airwallex is leading the charge in building the global payments and financial platform of the future.
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.
About the Role
We are building a new Enterprise Spend team — a dedicated motion focused on winning and expanding large enterprise customers around Airwallex’s spend management and expense solutions. This is a greenfield opportunity: you will be among the first Enterprise AEs in this team, helping define the sales playbook, shape GTM strategy, and close the deals that put Airwallex on the map in the enterprise spend category. As an Enterprise Account Executive, you will own the full sales cycle for complex, multi‑stakeholder opportunities — targeting CFOs, Finance Directors, and Heads of Operations at companies with significant spend complexity. You bring a consultative, value‑led approach and the gravitas to lead conversations at the C‑suite.
What You’ll Be Doing
- New Business & Pipeline Generation: Own end‑to‑end enterprise sales cycles from prospecting through to contract signature, with deal sizes typically $100K+ ARR. Build and manage a high‑quality pipeline of enterprise prospects through outbound prospecting, partner referrals, field events, and industry networks. Conduct white space analysis and account planning to prioritise highest‑potential opportunities within your territory. Run structured, consultative sales processes: discovery, value proposition design, stakeholder mapping, commercial negotiation, and close.
- Customer & Stakeholder Engagement: Engage and build trust with multiple senior stakeholders — CFO, CPO, Head of Finance, IT and Procurement — across complex buying committees. Deliver compelling executive‑level presentations and business cases that connect Airwallex’s spend management capabilities to specific customer outcomes. Represent Airwallex at industry events, conferences, and customer roundtables to build brand presence in the enterprise spend market. Partner with Solutions Engineering and Product to run proof‑of‑concepts and tailored demos that showcase platform value.
- Cross‑functional Collaboration: Work closely with the Enterprise Spend product team to relay customer insights and influence roadmap priorities. Collaborate with Marketing on territory demand generation, ABM campaigns, and competitive positioning. Coordinate with Implementation post‑close to ensure a seamless handover and strong early adoption. Maintain rigorous CRM hygiene — accurate pipeline data, forecasting, and activity logging in Salesforce.
- Market & Competitive Intelligence: Develop deep expertise in enterprise spend management, T&E, invoice automation, and corporate cards to credibly position Airwallex against competition. Stay current on market trends, customer procurement patterns, and the competitive landscape to sharpen your sales approach. Contribute to the development of the Enterprise Spend GTM playbook — messaging, objection handling, competitive battlecards.
What You Bring
- Experience: 5+ years of B2B enterprise software or SaaS sales experience, with a proven track record of exceeding quota in a new business (hunting) role. Demonstrable experience closing complex, multi‑stakeholder enterprise deals ($100K+ ARR) with long sales cycles. Background in fintech, spend management, T&E, ERP, or adjacent enterprise software is highly valued — accounting knowledge preferred. Experience managing the full commercial process: structuring bespoke agreements, negotiating procurement and legal terms, and coordinating across internal teams.
- Skills & Mindset: Executive presence and credibility: you can hold a room with a CFO and tailor your message to different personas in the buying committee. Strong commercial acumen — you think in terms of business value, ROI, and customer outcomes, not just features. Consultative and curious: you ask great questions, listen actively, and build solutions around what matters most to the customer. You are a hunter by instinct — energised by building pipeline from scratch, not managing an inherited book. Comfortable with ambiguity; able to thrive in a newly formed team without a fully defined playbook. Meticulous with process: rigorous CRM usage, forecasting discipline, and attention to deal quality. Superior written and verbal communication skills in English; additional European languages a plus.
Why Join Us
- Greenfield opportunity: help build the Enterprise Spend sales motion from the ground up and shape how Airwallex wins in this category.
- Competitive base salary plus uncapped commission, and valuable equity in an $8B company on a clear path to IPO.
- Hybrid working environment — 3 days per week in our London office in Fitzrovia.
- Work alongside exceptional, ambitious teammates across a truly global platform.
- Accelerated career growth: as an early enterprise hire, there is significant scope to move into team leadership as the motion scales.
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 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.
Account Executive, Enterprise Spend employer: Airwallex Pty Ltd.
Airwallex is an exceptional employer, offering a dynamic work environment in the heart of London where innovation meets ambition. As part of a rapidly growing team, you'll have the unique opportunity to shape the future of enterprise spend management while enjoying competitive compensation, equity options, and a hybrid working model that promotes work-life balance. With a strong focus on employee growth and collaboration, Airwallex empowers you to take ownership of your career and make a real impact in the global financial landscape.
StudySmarter Expert Advice🤫
We think this is how you could land Account Executive, Enterprise Spend
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, join online forums, and don’t be shy about reaching out to potential contacts on LinkedIn. You never know who might help you land that dream job!
✨Tip Number 2
Prepare for those interviews! Research Airwallex inside out—know their products, values, and recent news. Practice your pitch and be ready to discuss how your experience aligns with their mission. Confidence is key!
✨Tip Number 3
Showcase your consultative skills during interviews. Be ready to demonstrate how you can engage with C-suite executives and tailor solutions to meet their needs. Remember, it’s all about adding value!
✨Tip Number 4
Apply through our website! It’s the best way to ensure your application gets seen by the right people. Plus, it shows you’re genuinely interested in being part of the Airwallex team. Let’s build what’s next together!
We think you need these skills to ace Account Executive, Enterprise Spend
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter to reflect the specific skills and experiences that align with the Account Executive role. Highlight your B2B sales experience and any relevant achievements that showcase your ability to close complex deals.
Showcase Your Consultative Approach:In your application, emphasise your consultative selling style. Share examples of how you've engaged with senior stakeholders and tailored solutions to meet their needs, as this is key for the Enterprise Spend team.
Demonstrate Your Market Knowledge:Familiarise yourself with the enterprise spend management landscape and mention any insights you have in your application. This shows us that you're not just applying for a job, but that you're genuinely interested in the industry and ready to hit the ground running.
Apply Through Our Website:We encourage you to submit your application through our official website. This ensures that your application is reviewed promptly and gives you the best chance to stand out in the hiring process.
How to prepare for a job interview at Airwallex Pty Ltd.
✨Know Your Stuff
Before the interview, dive deep into Airwallex's offerings, especially around spend management and enterprise solutions. Familiarise yourself with their competitors and market trends so you can speak confidently about how Airwallex stands out.
✨Showcase Your Consultative Skills
Prepare to demonstrate your consultative approach during the interview. Think of examples where you've successfully engaged multiple stakeholders and led complex discussions, particularly with C-suite executives. This will highlight your ability to connect with the right people.
✨Be a Problem Solver
Airwallex values those who can think critically and solve problems. Come prepared with a few scenarios where you've tackled challenges in sales cycles or customer engagement. This will show that you can handle the complexities of enterprise sales.
✨Ask Insightful Questions
During the interview, don’t hesitate to ask questions that reflect your curiosity and understanding of the role. Inquire about the team’s goals, the sales playbook development, and how success is measured. This shows you're genuinely interested in contributing to the company's mission.
