Account Executive, Enterprise Spend (Founding Team)

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

Responsibilities

Own end-to-end enterprise sales cycles from prospecting through to contract signature, with deal sizes typically $100K+ 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; 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 Airwallex’s spend management capabilities to specific customer outcomes; Represent Airwallex 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; 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; Develop deep expertise in enterprise spend management, T&E, invoice automation, and corporate cards to credibly position Airwallex 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

Requirements

5+ years of B2B enterprise software or SaaS sales experience, with a proven track record of exceeding quota in a new business (hunting) role; Demonstrable experience closing complex, multi-stakeholder enterprise deals ($100K+ ARR) with long sales cycles; Experience managing the full commercial process: structuring bespoke agreements, negotiating procurement and legal terms, and coordinating across internal teams; Executive presence and credibility: you can hold a room with a CFO and tailor your message to different personas in the buying committee; Strong commercial acumen — you think in terms of business value, ROI, and customer outcomes, not just features; Consultative and curious: you ask great questions, listen actively, and build solutions around what matters most to the customer; You are a hunter by instinct — energised by building pipeline from scratch, not managing an inherited book; Comfortable with ambiguity; able to thrive in a newly formed team without a fully defined playbook; Meticulous with process: rigorous CRM usage, forecasting discipline, and attention to deal quality; Superior written and verbal communication skills in English

Nice to have

Background in fintech, spend management, T&E, ERP, or adjacent enterprise software; accounting knowledge; additional European languages

Benefits

Greenfield opportunity: help build the Enterprise Spend sales motion from the ground up and shape how Airwallex wins in this category; Competitive base salary plus uncapped commission, and valuable equity in an $8B company on a clear path to IPO; Hybrid working environment — 3 days per week in our London office in Fitzrovia; Work alongside exceptional, ambitious teammates across a truly global platform; Accelerated career growth: as an early enterprise hire, there is significant scope to move into team leadership as the motion scales