At a Glance
- Tasks: Drive enterprise sales cycles and deliver tailored payment solutions for global businesses.
- Company: Join Airwallex, a leading global payments platform valued at US$11 billion.
- Benefits: Competitive salary, diverse team, and opportunities for professional growth.
- Other info: Collaborative environment with a strong emphasis on innovation and ownership.
- Why this job: Make a real impact in transforming how businesses manage payments worldwide.
- Qualifications: 5+ years in enterprise sales with a focus on payment solutions.
The predicted salary is between 81000 - 99000 £ 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 250,000 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 2,300 of the brightest and most innovative people in tech across 27 offices around the globe.
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 team
The Enterprise Business team at Airwallex is a high-performing and collaborative group of innovators, focused on transforming the way large global businesses operate. We're passionate about delivering cutting‑edge payments and financial solutions that streamline operations and drive growth for our enterprise clients. As a team, we value strategic thinking, prioritising our customers, and a deep understanding of the unique challenges faced by multinational organizations.
What you’ll do
As an Account Executive, Enterprise, you will help large businesses improve how they accept payments from their customers across markets and payment methods. You will own complex, multi‑stakeholder sales cycles, from prospecting and discovery through commercial negotiation, contract signature and implementation or go‑live. Working with Payments Product, Solutions Engineering, Product, Risk, Legal, Operations and Account Management, you will develop tailored solutions that address payment performance, operational complexity and international growth. You will also help shape Airwallex’s Enterprise Payments sales playbook in a high‑ownership environment. This role is based in London.
Responsibilities
- Own end-to-end enterprise sales cycles from prospecting through contract signature and implementation.
- Build and manage a high-quality pipeline through outbound prospecting, partner referrals, field events, industry networks and targeted account research.
- Conduct white‑space analysis and account planning to prioritise high‑potential businesses, map buying committees and define clear next steps and mutual action plans.
- Run structured, consultative sales processes covering discovery, qualification, payment‑flow analysis, value proposition design, stakeholder mapping, commercial negotiation and close.
- Deliver executive‑level presentations, proposals and quantified business cases that connect Airwallex’s payment capabilities to measurable customer outcomes.
- Partner with Solutions Engineering and Payments Product to run tailored demonstrations, technical workshops and proof‑of‑concepts that address complex payment flows and integration requirements.
- Collaborate with Marketing and GTM Partnerships on territory demand generation, account‑based campaigns, partner referrals, competitive positioning and industry events.
- Coordinate with Implementation and Account Management to ensure a seamless handover, successful go‑live and strong early adoption.
- Contribute to the Enterprise Payments go‑to‑market playbook, including messaging, discovery frameworks, objection handling, competitive battlecards and win‑loss insights.
Required qualifications
- At least 5 years of enterprise sales experience with a track record of closing high‑value deals with long sales cycles, independently generated pipeline and consistently strong quota attainment.
- Direct experience selling payment acceptance, acquiring, payment gateways, merchant services, checkout, payment orchestration or related payments infrastructure.
- Experience managing complex, multi‑stakeholder enterprise sales cycles from discovery through negotiation and close.
- Strong discovery, consultative selling, commercial negotiation, presentation and deal‑orchestration skills.
- Experience selling technical or API‑enabled products and translating complex payment flows into clear commercial outcomes for executive stakeholders.
- Hybrid role requiring 3 days a week in the London office.
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. Please apply only through careers.airwallex.com or our official LinkedIn page. Airwallex does not accept unsolicited resumes from search firms/recruiters.
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.
Account Executive, Enterprise (Payments) employer: Airwallex
Airwallex is an exceptional employer that fosters a dynamic and innovative work culture, empowering employees to make a real impact in the global financial landscape. With a commitment to professional growth, team members benefit from accelerated learning opportunities and the chance to collaborate with some of the brightest minds in tech across a diverse, global environment. Located in Melbourne, Airwallex offers a unique blend of cutting-edge technology and a supportive atmosphere, making it an ideal place for those seeking meaningful and rewarding careers.
StudySmarter Expert Advice🤫
We think this is how you could land Account Executive, Enterprise (Payments)
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Account Executive, Enterprise (Payments) at Airwallex, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Airwallex. Tailor your message to explain why you’re drawn to them and how you can contribute as a Account Executive, Enterprise (Payments). Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Account Executive, Enterprise (Payments)
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Airwallex:When writing your cover letter, make sure to tailor your message specifically for Airwallex. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Airwallex
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Airwallex that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Airwallex that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Airwallex’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
