Account Executive - Marketing Promotions in London

About AirwallexAirwallex 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 - including Brex, Navan, Qantas, SHEIN and many more - 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. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. Attributes We ValueWe hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. About the RoleWe 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. Here, you’ll tackle complex, high-visibility problems with exceptional teammates and grow your career as we build the future of global financial infrastructure.What You’ll Be DoingNew Business & Pipeline GenerationOwn end-to-end enterprise sales cycles from prospecting through to contract signature, with deal sizes typically $100K+ ARRBuild and manage a high-quality pipeline of enterprise prospects through outbound prospecting, partner referrals, field events, and industry networksConduct white space analysis and account planning to prioritise highest-potential opportunities within your territoryRun structured, consultative sales processes: discovery, value proposition design, stakeholder mapping, commercial negotiation, and closeCustomer & Stakeholder EngagementEngage and build trust with multiple senior stakeholders — CFO, CPO, Head of Finance, IT and Procurement — across complex buying committeesDeliver compelling executive-level presentations and business cases that connect Airwallex’s spend management capabilities to specific customer outcomesRepresent Airwallex at industry events, conferences, and customer roundtables to build brand presence in the enterprise spend marketPartner with Solutions Engineering and Product to run proof-of-concepts and tailored demos that showcase platform valueCross-functional CollaborationWork closely with the Enterprise Spend product team to relay customer insights and influence roadmap prioritiesCollaborate with Marketing on territory demand generation, ABM campaigns, and competitive positioningCoordinate with Implementation post-close to ensure a seamless handover and strong early adoptionMaintain rigorous CRM hygiene — accurate pipeline data, forecasting, and activity logging in SalesforceMarket & Competitive IntelligenceDevelop deep expertise in enterprise spend management, T&E, invoice automation, and corporate cards to credibly position Airwallex against competitionStay current on market trends, customer procurement patterns, and the competitive landscape to sharpen your sales approachContribute to the development of the Enterprise Spend GTM playbook — messaging, objection handling, competitive battlecardsWhat You BringExperience5+ years of B2B enterprise software or SaaS sales experience, with a proven track record of exceeding quota in a new business (hunting) roleDemonstrable experience closing complex, multi-stakeholder enterprise deals ($100K+ ARR) with long sales cyclesBackground 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 teamsSkills & MindsetExecutive presence and credibility: you can hold a room with a CFO and tailor your message to different personas in the buying committeeStrong commercial acumen — you think in terms of business value, ROI, and customer outcomes, not just featuresConsultative and curious: you ask great questions, listen actively, and build solutions around what matters most to the customerYou are a hunter by instinct — energised by building pipeline from scratch, not managing an inherited bookComfortable with ambiguity; able to thrive in a newly formed team without a fully defined playbookMeticulous with process: rigorous CRM usage, forecasting discipline, and attention to deal qualitySuperior written and verbal communication skills in English; additional European languages a plusWhy Join UsGreenfield opportunity: help build the Enterprise Spend sales motion from the ground up and shape how Airwallex wins in this categoryCompetitive base salary plus uncapped commission, and valuable equity in an $8B company on a clear path to IPOHybrid working environment — 3 days per week in our London office in FitzroviaWork alongside exceptional, ambitious teammates across a truly global platformAccelerated career growth: as an early enterprise hire, there is significant scope to move into team leadership as the motion scalesApplicant Safety Policy: Fraud and Third-Party RecruitersTo 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. 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.