Director, Enterprise, Payments

Airwallex; München; Vor Ort; EUR 120.000 - 180.000; Vollzeit

Zusammenfassung

Airwallex in Munich is seeking an experienced Enterprise Sales professional to own end-to-end deals from prospecting to signature for large enterprise customers.

You will engage senior stakeholders, build compelling business cases, run tailored demos, and collaborate with product, marketing and implementation to ensure successful onboarding and sustained revenue growth. This role requires strategic insight and mastery of complex procurement processes.

Qualifikationen

• 10+ years total experience, including 3+ years in enterprise sales at a payments/fintech company.
• Proven track record of consistently exceeding quota on complex enterprise deals ($250K+ ARR).
• Demonstrated ability to manage full commercial cycles: prospecting, multi-stakeholder discovery, value selling, and negotiations.

Aufgaben

• Own end-to-end enterprise sales cycles from prospecting through contract signature (typically $250K+ ARR).
• Build and manage a high-quality pipeline of enterprise prospects via outbound, referrals, events and networks.
• Conduct account planning to prioritise highest-potential opportunities within your territory.
• Run structured sales processes: discovery, value proposition design, stakeholder mapping, negotiation and close.
• Engage senior stakeholders (CFO, Head of Finance, IT, Procurement) with compelling business cases.
• Collaborate with Solutions Engineering and Product; run proofs-of-concept and tailored demos.
• Coordinate with Marketing on territory demand generation and competitive positioning; ensure CRM hygiene.

Kenntnisse

10+ years experience

Enterprise sales

Quota attainment

Full sales cycles

English fluency

Jobbeschreibung

About Airwallex Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of 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 everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale. Proudly founded in Melbourne, we have a team of over 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you're ready to do the most ambitious work of your career, join us.

Attributes We Value

We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you're motivated by our mission and operating principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor. You're humble and collaborative; turn zero‑to‑one ideas into real products, and you "get stuff done" end-to-end. You use AI to work smarter and solve problems faster. Here, you'll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let's build what's next.

About the Team

We are building a new Enterprise Payments team - a dedicated motion focused on winning and expanding large enterprise customers around Airwallex's payment acceptance solutions. This is a greenfield opportunity: you will be among the first Enterprise hires in the Enterprise team, helping define the sales playbook, shape GTM strategy, and close the deals that put Airwallex on the map in the enterprise payment acceptance category.

What You'll Do

New Business & Pipeline Generation

• Own end-to-end enterprise sales cycles from prospecting through to contract signature, with deal sizes typically $250K+ ARR
• Build and manage a high-quality pipeline of enterprise prospects through outbound prospecting, partner referrals, field events, and industry networks
• Conduct white space analysis and account planning to prioritise highest-potential opportunities within your territory
• Run structured, consultative sales processes: discovery, value proposition design, stakeholder mapping, commercial negotiation, and close

Customer & Stakeholder Engagement

• Engage and build trust with multiple senior stakeholders - CFO, CPO, Head of Finance, IT and Procurement - across complex buying committees
• Deliver compelling executive-level presentations and business cases that connect Airwallex's payment acceptance capabilities to specific customer outcomes
• Represent Airwallex at industry events, conferences, and customer roundtables to build brand presence in the enterprise payment acceptance market

Partner with Solutions Engineering and Product

• Run proof-of-concepts and tailored demos that showcase platform value

Cross-functional Collaboration

• Work closely with the Enterprise Payments product team to relay customer insights and influence roadmap priorities
• Collaborate with Marketing on territory demand generation, ABM campaigns, and competitive positioning
• Coordinate with Implementation post-close to ensure a seamless handover and strong early adoption
• Maintain rigorous CRM hygiene - accurate pipeline data, forecasting, and activity logging in Salesforce

Market & Competitive Intelligence

• Develop deep expertise in enterprise payment acceptance, card acquiring, payment service providers, payment orchestration, fraud prevention, and checkout optimisation to credibly position Airwallex against competition
• Stay current on market trends, customer procurement patterns, and the competitive landscape to sharpen your sales approach
• Contribute to the development of the Enterprise Payments GTM playbook - messaging, objection handling, competitive battlecards

Who You Are

We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory.

Minimum Qualifications

• 10+ years of total experience, including 3+ years in enterprise sales (hunting/new business) at a payments or fintech company.
• Proven track record of consistently exceeding quota on complex enterprise deals ($250K+ ARR) with long sales cycles.
• Demonstrated ability to manage full commercial cycles: prospecting, multi-stakeholder discovery, value selling, and negotiating legal/procurement terms.
• Fluent in English and na