At a Glance
- Tasks: Drive sales for innovative fintech solutions and engage with exciting UK startups.
- Company: Join a leading global payments platform valued at US$11 billion.
- Benefits: Competitive salary, dynamic work environment, and opportunities for personal growth.
- Other info: Collaborative team culture with a focus on innovation and ownership.
- Why this job: Make a real impact in the startup ecosystem while building your career.
- Qualifications: 2+ years in B2B sales, passion for startups, and strong communication skills.
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. Valued at US$11 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 team
You'll be part of a team that is passionate about helping ambitious businesses scale globally. We're collaborative, innovative, and deeply embedded in the UK startup ecosystem. Our team values learning, growth, and making a real impact - both for our customers and for each other. This is a place where you'll be empowered to take ownership, build relationships, and help shape the future of fintech in the UK.
What you'll do
As an Account Executive, Startups, you'll play a pivotal role in making Airwallex the finance stack of choice for the next generation of UK startups. You'll work closely with our VC and Community partnerships team to engage Seed-Series A startups, proactively source and outbound high-potential businesses, and ensure a seamless onboarding experience. You'll educate founders on our full product suite, enabling them to build their billing engine from scratch on the Airwallex platform. You'll also embed Airwallex in the startup community by attending events, hosting roundtables, and building our brand across the ecosystem.
Responsibilities
- Own the full sales cycle for early-stage startups, from prospecting and qualification to close and onboarding.
- Work closely with the VC Partnerships team to access and engage the next wave of high-growth startups, mapping out the startup ecosystem strategically including accelerators, incubators, founder communities, angel investment communities, PortCos of key venture funds.
- Proactively source and outbound to Seed/Series A businesses to supplement top-down partnership efforts, identifying key PortCos from our partner funds that we could work with and support.
- Ensure a seamless, founder-friendly onboarding experience, guiding startups through KYC, product setup, and first transactions.
- Educate customers on the benefits of Airwallex's full product suite, helping them build scalable finance operations from day one.
- Offer monthly office hours for Airwallex for startup companies to book time in to learn more about the product.
- Identify where we are winning and areas of development.
- Be data led by collating feedback on which of our competitors are winning within the startup ecosystem and why.
- Actively embed Airwallex in the UK startup community: attend and speak at events, build relationships with founders and ecosystem partners, as well as contributing to startup content e.g. newsletter new product releases, key Airwallex startup news, VC spotlights.
- Be a visible advocate for Airwallex, sharing insights and success stories to build our brand and credibility in the startup ecosystem.
- Collaborate cross-functionally with product, marketing and customer success to ensure startups get maximum value from Airwallex.
Minimum Qualifications
- 2+ years of sales experience in a B2B SaaS, Fintech or payments environment, in a sales development, account executive or account management role.
- Track record of meeting or exceeding targets.
- Demonstrated ability across the sales cycle - from self-sourced prospecting to close and onboarding.
- Genuine affinity and/or experience in the startup ecosystem. Familiarity with the UK startup landscape - key VCs, accelerators, incubators, investor/angel communities.
- Excellent communication and relationship-building skills - you're articulate, professional and equally comfortable presenting to a room of founders as you are doing a 1:1 deep dive with a Finance Lead over coffee.
- Capable of leading fast, frictionless deals via credible, strategic, visionary conversations with senior founders.
- Confident working in an event-driven activation model - attending and speaking at various events, conferences, dinners.
- Proficient in CRM and outreach tooling, and structured pipeline management.
Preferred Qualifications
- Background in fintech, payments, or financial services with an understanding of products such as global accounts, payment acceptance, FX, card issuing, or spend management.
- Hands-on exposure to AI tools and agentic workflows (e.g. Claude, Cursor, or similar), or a track record of being an early adopter who can make new technology tangible for non-technical audiences.
- Experience managing a backbook or portfolio of accounts alongside new business responsibilities, with demonstrated ability to retain and grow existing customers.
- A visible personal presence in the startup community — whether through event attendance, LinkedIn activity, community involvement, or existing relationships with founders and investors.
- Entrepreneurial mindset — prior founder experience or side-project background is a genuine plus, as it deepens your empathy for the customers we serve.
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.
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, Startups in London employer: Airwallex
Airwallex is an exceptional employer, offering a dynamic work culture that fosters innovation and collaboration within the vibrant UK startup ecosystem. Employees are empowered to take ownership of their roles, with ample opportunities for professional growth and development while making a tangible impact on the future of fintech. With a commitment to diversity and a supportive environment, Airwallex stands out as a place where ambitious individuals can thrive and contribute to meaningful projects.
StudySmarter Expert Advice🤫
We think this is how you could land Account Executive, Startups in London
✨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, Startups 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, Startups. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Account Executive, Startups in London
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.
