Senior Account Executive, Enterprise, Spend

Das ist der Job

About AirwallexAirwallex is the only unified payments and financial platform for global businesses.

Darum lohnt es sich

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. 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 Team We are building a new Enterprise Spend team – a dedicated motion focused on winning and expanding large enterprise customers around the company’s spend management and expense solutions.

This is a greenfield opportunity: you will be among the first Enterprise AEs in the Enterprise team, helping define the sales playbook, shape GTM strategy, and close the deals that put the company on the map in the enterprise spend category.

What You’ll Do New Business & Pipeline Generation • Own end-to-end enterprise sales cycles from prospecting through to contract signature, with deal sizes typically $250K+ ARR • Build and manage a high-quality pipeline of enterprise prospects through outbound prospecting, partner referrals, field events, and industry networks • Conduct white space analysis and account planning to prioritise highest-potential opportunities within your territory • Run structured, consultative sales processes: discovery, value proposition design, stakeholder mapping, commercial negotiation, and close Customer & Stakeholder Engagement • Engage and build trust with multiple senior stakeholders – CFO, CPO, Head of Finance, IT and Procurement – across complex buying committees • Deliver compelling executive-level presentations and business cases that connect the company’s spend management capabilities to specific customer outcomes • Represent the company at industry events, conferences, and customer roundtables to build brand presence in the enterprise spend market • Partner with Solutions Engineering and Product to run proof-of-concepts and tailored demos that showcase platform value Cross-functional Collaboration • Work closely with the Enterprise Spend product team to relay customer insights and influence roadmap priorities • Collaborate with Marketing on territory demand generation, ABM campaigns, and competitive positioning • Coordinate with Implementation post-close to ensure a seamless handover and strong early adoption • Maintain rigorous CRM hygiene – accurate pipeline data, forecasting, and activity logging in Salesforce Market & Competitive Intelligence • Develop deep expertise in enterprise spend management, T&E, invoice automation, and corporate cards to credibly position the company against competition • Stay current on market trends, customer procurement patterns, and the competitive landscape to sharpen your sales approach • Contribute to the development of the Enterprise Spend GTM playbook — messaging, objection handling, competitive battlecards Who You Are Experience • 10+ years of professional experience, including 3+ years in B2B enterprise software or SaaS sales (hunting/new business). • Proven track record of exceeding quota on complex, multi-stakeholder enterprise deals ($250K+ ARR) with long sales cycles. • End-to-end deal management expertise, from pipeline generation to structuring bespoke agreements and negotiating legal/procurement terms. • Bilingual proficiency: Native German speaker and fluent in English. • Goal-oriented, adaptable mindset with strong execution skills and the ability to navigate ambiguous environments.

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.

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 ValueWe 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. If that sounds like you, let’s build what’s next.

As a Senior 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. You bring a consultative, value-led approach and the gravitas to lead conversations at the C-suite.

Preferred Qualifications • Domain background in fintech, spend management, travel & expense (T&E), ERP, or adjacent enterprise software (accounting knowledge preferred). • Demonstrated excellence in value selling, multi-threading executive stakeholders, and ROI positioning. • Strong commercial acumen and strategy execution across complex, long-cycle accounts.

Equal opportunityAirwallex 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.