Head of Strategic Accounts, Enterprise, Americas
Airwallex is the only unified payments and financial platform for global businesses. Powered by 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 business accounts, payments, spend management, treasury, and embedded finance at a global scale. Founded in Melbourne, we have a team of over 2,300 innovators across 27 offices globally. Valued at US$11 billion and backed by leading investors such as T. Rowe Price, Visa, Mastercard, and Sequoia, Airwallex is building the global payments and financial platform of the future.
About the role
The Head of Strategic Accounts will be a founding sales role at Airwallex. As the first person in this role in the Americas, you will focus on selling our API-powered financial technology platform to Fortune 500 companies and organizations of comparable scale. You will use your existing network, industry expertise, and enterprise sales experience to create immediate impact. You will own high-value, complex sales cycles from account strategy and prospecting through negotiation, close, onboarding, and expansion. Success will be measured by exceeding volume and revenue targets, building a durable strategic-account pipeline, and establishing best practices for the broader US sales organization. This role includes meaningful performance-based upside tied to achieving ambitious targets and is based in San Francisco, CA.
About the team
The Enterprise Business team at Airwallex is a high-performing, collaborative group focused on transforming how large global businesses operate. We deliver innovative payments and financial technology solutions that simplify complex operations and support growth for enterprise clients. Our team values strategic thinking, customer focus, commercial excellence, and a deep understanding of the challenges faced by multinational organizations.
Responsibilities
- Acquire new strategic customers across North America, with a focus on Fortune 100 and Fortune 500 companies, through your existing network and industry relationships
- Own and drive sophisticated, multi-stakeholder sales cycles from ideation and prospecting through negotiation, closing, onboarding, and expansion
- Identify new companies, use cases, and opportunities through research and close partnership with our strategy and sales enablement teams
- Develop trusted relationships with senior decision-makers across finance, payments, treasury, technology, procurement, and other relevant functions
- Build and manage a strong, reliable pipeline aligned to revenue and volume targets
- Work collaboratively with colleagues across sales, product, engineering, solutions consulting, strategy, finance, legal, and implementation
- Negotiate partnership agreements and commercial contracts in partnership with legal, finance, and strategy through execution
- Ensure an exceptional customer experience and effective onboarding process for new customers
- Provide regular, accurate reporting on pipeline health, forecasts, KPIs, and performance against targets
- Help define the account strategy, sales methodology, and best practices that will form the foundation of the US strategic accounts motion
Requirements
Minimum Qualifications
- 10+ years of experience selling complex technology solutions to enterprise accounts
- An established network of senior decision-makers and influencers responsible for payments, financial operations, treasury, or related functions at Fortune 500 companies or organizations of comparable scale
- Demonstrated experience selling API-driven or technically complex solutions with meaningful integration requirements
- A track record of exceeding revenue and sales targets in sophisticated, consultative enterprise sales environments
- Experience navigating long, complex sales cycles involving multiple stakeholders, business units, and geographies
- Strong analytical skills, business acumen, and disciplined pipeline-management habits
- Excellent communication, negotiation, presentation, and solution-selling skills
- Experience identifying, influencing, and aligning key decision-makers and stakeholders
- A collaborative and adaptable working style, with the ability to operate effectively across functions, cultures, and levels of seniority
Preferred Qualifications
- Experience working at a fintech, payments, banking, or financial technology company
- Experience selling infrastructure, APIs, embedded finance, or other technology products that require technical integration
- A technical product mindset and a passion for solving complex customer problems through technology
- Experience building a new sales motion, strategic accounts program, or market from the ground up
Pay
Compensation range: $300K - $450K