Overview
In this role you will lead Airwallex’s UK enterprise sales efforts, owning the end-to-end commercial strategy and multi-product platform deals. You will build executive relationships, drive cross-functional deals, and shape the regional GTM approach to accelerate growth across global business accounts, FX, treasury, spend management, and embedded finance. You’ll engage C-suite stakeholders and craft compelling business cases that demonstrate ROI from unifying global financial operations. This is a high-impact, greenfield opportunity to scale a multi-product fintech platform in a fast-paced, ambitious environment.
Responsibilities
- Own UK enterprise sales strategy across target verticals and drive revenue for the full platform suite
- Develop and manage a robust pipeline of high-value opportunities (>$500K ARR) via outbound efforts, executive networks, and partners
- Perform white-space analysis and strategic account planning for UK enterprise accounts with global financial needs
- Engage senior executives (CFO, Treasurer, CTO, CPO) with consultative, ROI-focused business cases
- Lead multi-product solution selling across accounts (business accounts, treasury, card issuing, spend management, FX, and core payments)
- Negotiate end-to-end deals in cross-functional collaboration with Legal, Finance, Risk and Strategy
- Coordinate with Solutions Engineering, Implementation, and Product for tailored proofs-of-concept and onboarding
- Maintain CRM hygiene and accurate regional forecasting in Salesforce
- Contribute to UK GTM playbook, share market insights, and influence product roadmaps
- Represent Airwallex as a thought leader at industry events and with key customers
Key requirements
- 12+ years of B2B enterprise sales experience
- 5+ years leading enterprise teams and managing managers
- Proven track record of beating quota on complex UK/EMEA deals ($500K+ ARR) with long cycles
- Deep experience in value-based platform selling and multi-threading across C-suite executives
- End-to-end deal management: pipeline creation, white-space analysis, contract structuring, and negotiations
- Based in or willing to relocate to London with hybrid work capability
- strategic thinking
- resilience
- comfort navigating ambiguity
- value-based platform selling
- multi-product solution selling
- stakeholder management at C-suite level
Senior Director, Enterprise, UK, France, Southern Europe in London 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.
