Account Executive, Startups

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 – 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. Valued at US$11 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, the company is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us.

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. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next.

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 the company 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 the company platform. You’ll also embed the company 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 ecosysetem 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 the company's full product suite, helping them build scalable finance operations from day one. Offer monthly office hours for the company 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 the company 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 the company startup news, VC spotlights

• Be a visible advocate for the company, 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 the company

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.

Equal opportunity

Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at the company 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.