Account Executive, Startups

About the role

Airwallex is seeking an Account Executive to join our Startups team, playing a pivotal role in expanding our presence in the U.S. startup ecosystem. This role is an exciting opportunity to work with some of the most innovative, fast-scaling companies, helping them leverage Airwallex’s global financial infrastructure to streamline operations and scale internationally.

This role is based in New York or San Francisco.

Responsibilities

• Identify new verticals to penetrate with our embedded finance offering
• Identify new use cases within existing verticals
• Outbound to select potential customers within those verticals / use cases via the greater startup ecosystem
• Work with potential customers from a strategic lens to articulate how they can leverage embedded finance infrastructure to augment the value they drive to their customers
• Onboard these potential customers
• Guide them through the initial stages of scaling on the Airwallex infrastructure
• In select cases, work with our product and engineering teams to ship strategic product releases

Requirements

• Bachelor’s degree or equivalent professional experience
• Proven track record of consistent pipeline generation and outbound efforts
• Proficiency with CRM systems (e.g., Salesforce) and sales enablement tools
• Excellent analytical, written, and verbal communication skills

Preferred Qualifications

• Demonstrated experience working within or closely alongside venture capital, startup accelerators, or innovation-driven ecosystems
• Familiarity with venture-backed company lifecycles, investment processes, and the broader startup landscape
• Proven ability to develop and execute strategies that drive rapid adoption and competitive advantage in new or existing markets
• Skilled in identifying growth opportunities, analyzing competitive landscapes, and optimizing go-to-market approaches for maximum impact
• Proven experience selling embedded finance solutions (payments, card issuing, banking-as-a-service) to Vertical SaaS platforms, with a deep understanding of how software companies can monetize financial infrastructure
• Strong technical sales background, with the ability to articulate complex financial and API-driven solutions to product and engineering teams at SaaS companies
• Experience navigating long, consultative sales cycles, working closely with C-level executives, product managers, and growth teams to drive adoption of embedded financial products
• Strategic and entrepreneurial mindset, with a track record of identifying new opportunities, testing distribution models, and influencing product roadmaps to drive adoption of embedded finance within SaaS ecosystems