Account Executive, Mid-Market

About the role

The Mid-Market segment is the cornerstone of the US economy, accounting for ⅓ of its GDP. The Airwallex US Mid-Market sales team is a newly founded GTM team focusing on companies with 500-2,000 employees and global financial operations. We deliver spend management solutions that fill the unmet needs of the finance leaders. Our unique value proposition is centered around unparalleled global coverage, unified payment infrastructure and spend management software, and end to end coverage of the full treasury cycle from account receivables (acquiring, billing) to global banking to spend management (corporate cards, bills, reimbursement, and procurement).

Responsibilities

• Drive revenue for Airwallex.
• Own and drive the entire deal cycle from prospecting to close.
• Identify new companies, use cases and prospects through research with help of our strategy and sales enablement team.
• Develop strategies for closing new accounts in your territory.
• Leverage sales methodologies to uncover customer needs and pain points.
• Articulate Airwallex’s value proposition by using the appropriate sales qualification standards.
• Build and manage a strong, reliable pipeline, as well as help define best practices that will be the foundation for the US sales team.
• Provide regular reporting against KPIs, metrics and targets. Own sales activities and your territory forecast in Salesforce.
• Collaborate with product, strategy, design, and engineering teams to incorporate customer feedback.

Requirements

• 5 years of quota-carrying direct SaaS sales experience in a full cycle closing role with strong prospecting, qualifying, negotiating, and closing skills.
• Experience closing upwards of 10-15 deals annually with $100k target ACV.
• Experience with outbound prospecting and conducting product demonstrations together with solution engineers.
• Consultative sales approach and comfortable leveraging analytical & quantitative skills.
• Consistent track record of hitting or exceeding sales targets in a fast-paced environment.
• High adaptability and understanding of change within the evolution of a startup.
• Excellent verbal and written communication skills.
• Willing to travel as required.

Preferred Qualifications

• Your sales experience includes 2 to 3 years in payments or spend management software.
• Familiarity selling to some or all of the key stakeholders: C-level executives, finance teams, and decision makers.
• Familiarity with core mid market ERP softwares, including NetSuite, Sage Intacct, QuickBooks, and Xero.