Senior Account Executive, AU, SME & Growth

Airwallex; Melbourne; Hybrid; AUD 120,000 - 160,000; Full time

Job summary

Airwallex in Melbourne is seeking a Senior Account Executive for SME & Growth to build pipeline, win new business and demonstrate how Airwallex’s platform solves cross-border payments and multi-currency needs. You’ll own outbound prospecting, run full sales cycles, and craft multi-product solutions with Acquiring, Cards, FX and Payment APIs.

The role is based in Melbourne or Sydney with three days in the office and offers autonomy, high performance culture and opportunities to scale globally.

Qualifications

• Five+ years in an Account Executive, business development or product sales role.
• Strong track record of meeting revenue targets.
• Experience creating outbound pipeline and owning new-business opportunities.
• Strong consultative discovery and solution-selling skills.
• Experience managing complex sales cycles with multiple stakeholders.
• Strong executive communication, presentation, negotiation and stakeholder management skills.
• Technical understanding of payment flows, APIs, integrations and data flows.

Responsibilities

• Own outbound pipeline across a defined territory to develop new business opportunities.
• Drive the full sales cycle from prospecting through discovery, solution design, negotiation, close and handover to post-sales teams.
• Build multi-product solutions that connect customer needs to Airwallex capabilities.
• Lead structured discovery with founders and finance leaders and translate priorities into value propositions.
• Navigate complex negotiations with cross-functional teams (Product, Legal, Finance, Operations, Risk).
• Maintain pipeline discipline, forecasting and CRM hygiene and share insights with the business.
• Contribute to sales enablement and team capability uplift as a senior team member.

Skills

Account Exec./Sales

Business development

Product sales

Outbound pipeline

Negotiation

Executive communication

Multi-stakeholder

Tools

Salesforce

Job description

About Airwallex

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.

We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific.

We're co-headquartered in San Francisco and Singapore, with more than 2,700 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles to see it in full.

Senior Account Executive, SME & Growth

How you'll make impact

SME & Growth is expanding its Australian sales team with a senior individual contributor who can create pipeline, win new business and help customers understand the value of Airwallex’s broader financial platform. You’ll combine strong commercial judgement with a consultative approach to help businesses solve complex financial challenges across products such as Acquiring, Cards, FX and Payment APIs.

• Own outbound pipeline creation across a defined territory, using prospecting, account prioritisation, industry expertise and relevant networks to develop new business opportunities.


• Drive the full sales cycle from prospecting and qualification through discovery, solution design, negotiation, close and handover to post-sales teams.


• Build multi-product solutions that connect customer needs to relevant Airwallex capabilities, rather than positioning a single product in isolation.


• Lead structured discovery with founders, finance leaders, operators and senior commercial stakeholders, then translate their business priorities into clear, compelling value propositions.


• Navigate complex commercial negotiations by partnering with Sales leadership, Product, Solutions Engineering, Legal, Finance, Operations, Risk and Compliance.


• Maintain disciplined pipeline management, accurate forecasting and strong CRM hygiene while sharing customer insights, competitive intelligence and deal blockers with the wider business.


• Contribute to sales best practices, onboarding, peer development and team capability uplift as a senior member of the sales team.

You’ll work from our Sydney or Melbourne office three days a week.

What we're looking for

Essentials

• Five or more years of experience in an Account Executive, business development or product sales role, ideally selling fintech, payments, SaaS or another complex B2B product.


• A consistent track record of achieving or exceeding revenue, gross profit or other relevant sales targets.


• Demonstrated experience creating outbound pipeline and owning new-business opportunities through negotiation and close.


• Strong consultative discovery and solution-selling skills, with the ability to understand customer priorities and connect them to multi-product solutions.


• Experience managing complex sales cycles involving multiple stakeholders across commercial, technical, legal, finance or operational teams.


• Strong executive communication, presentation, negotiation and stakeholder management skills.


• The technical aptitude to understand payment flows, APIs, integrations, data flows or other complex product requirements.

Preferred

• Experience selling to founders, CFOs, finance, revenue operations, product, engineering or payments teams.


• Experience in fintech, payments, eCommerce, SaaS, marketplaces, travel, retail or another payment-critical sector.


• Familiarity with products or concepts including Acquiring, Cards, FX, Payment APIs, Global Accounts, alternative payment methods or multi-currency solutions.


• Experience using Salesforce or an equivalent CRM to manage pipeline and forecasting.


• Experience mentoring SDRs or peers, supporting onboarding or contributing to sales enablement and best practices.

You’ll thrive here if

• You have a track record of hitting your numbers, and you’re motivated by stretch goals.


• You own the outcome and you don't wait for permission to fix what's broken.


• You're comfortable making decisions with incomplete information and moving quickly anyway.


• You simplify complexity rather than hiding behind it.


• You can advocate hard for a position, then fully support the team's direction once a call is made.

Learn more about your team

SME & Growth at Airwallex is about more than closing deals. We help small and mid-market businesses solve real financial challenges across borders: getting paid globally, managing multi-currency accounts, paying suppliers, and running spend across markets from a single platform. You're not selling a feature. You're helping founders and finance leaders replace fragmented financial operations with one global system that actually scales.

It's a function for sellers who like to build, not follow a script: curious, resourceful, and comfortable figuring things out in markets that are still wide open. You get real autonomy to create value, build relationships, and move opportunities forward.

If you want to sell a serious product, solve real problems for ambitious businesses, and build your career fast, this is a place to do it.

Equal opportunity

Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.