Account Executive, Commercial (Pacific Time Zone)

About the role

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us directly or through our platform partners to run their financial operations or build and monetize financial products of their own. Founded in Melbourne in 2015, we hold 85+ licenses and operate a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific, co-headquartered in San Francisco and Singapore with more than 2,300 people across 27 offices.

The SME & Growth Business team is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams.

As an Account Executive, you will help further our expansion in the US SME market, serving customers across key verticals such as ecommerce, SaaS, professional services, and other technology‑enabled businesses. You will lead the full sales cycle from prospecting through negotiation, close, and initial ramp, coordinating internal stakeholders to support a smooth onboarding and strong customer outcomes. You’ll translate complex products into clear business value for SME customers and represent Airwallex at relevant industry events while engaging with technology partners that complement our product suite. This remote role is open to candidates in the Pacific Time Zone, excluding the San Francisco Bay Area.

Responsibilities

• Drive the full sales cycle from prospecting to closing deals, including ramping and early customer success.
• Develop deep product expertise in Airwallex’s platform and technical solutions, particularly for payments acceptance, cross-border payments, billing or spend management, to effectively serve SME and Growth customers across verticals such as ecommerce, SaaS, technology, professional services, etc.
• Exceed revenue targets through strategic positioning of our financial technology suite.
• Conduct technical and commercial consultations to identify client needs and propose tailored solutions.
• Collaborate with legal, finance, and strategy teams to negotiate and execute partnership agreements and commercial contracts.
• Contribute to the refinement of sales processes to enhance efficiency and scalability, including developing new verticals and enhancing our sales motion.
• Set the standard for excellence within our sales function through exemplary performance, documentation of best practices, and teamwork.

Requirements

• Minimum 2 years of full cycle fintech sales experience or proven success selling into finance departments.
• Track record of exceeding sales targets in a technical or solution‑based selling environment.
• Experience selling to one or more of the following: ecommerce, SaaS / subscription businesses, spend management or finance teams, or other technology‑enabled / professional services verticals.
• Proven track record of consistent pipeline generation and outbound efforts.
• Proficiency with CRM systems (for example, Salesforce) and sales enablement tools.
• Excellent analytical, written, and verbal communication skills.
• Bachelor’s degree or equivalent professional experience.

Qualifications

• Experience in or strong exposure to the fintech ecosystem, such as payments, FX, or related financial infrastructure.
• Deep understanding of common challenges faced by SME & Growth companies operating or expanding internationally.
• A customer‑focused, consultative approach to sales.
• Strategic thinker capable of engaging in high‑level partnership and commercial strategy discussions.
• Solution‑oriented problem‑solver with a “Figure It Out” mentality.
• Adept at balancing multiple priorities in a dynamic, high‑growth environment.
• Self‑motivated with a strong sense of accountability for achieving key performance indicators.
• Track record of contributing to new product launches, new vertical plays, or market expansions.

Pay

Compensation Range: $146K - $182K