Senior Account Executive (Director), Enterprise, Payments

Airwallex; Berlin; On-site; EUR 120,000 - 190,000; Full time

Job summary

Airwallex is seeking an experienced Enterprise Sales professional in Berlin to own and drive end-to-end sales cycles for high-value accounts. You will build pipelines, map stakeholders, and deliver compelling business cases to CFOs, CIOs, and procurement teams.

You will engage cross-functionally with Solutions Engineering, Product, and Marketing to shape GTM strategy and close multi-stakeholder deals, often worth over $250K ARR, within a fast-moving, high-growth environment.

Qualifications

• 10+ years total experience, 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 native-level proficiency in German.

Responsibilities

• Own end-to-end enterprise sales cycles from prospecting through to contract signature; deal sizes typically $250K+ ARR.
• Build and manage a high-quality pipeline of enterprise prospects through outbound prospecting, partner referrals, events, and networks.
• Conduct white space analysis and account planning to prioritise highest-potential opportunities in your territory.
• Run structured, consultative sales processes: discovery, value proposition design, stakeholder mapping, negotiation, and close.
• Maintain CRM hygiene with accurate pipeline data, forecasting, and activity logging in Salesforce.

Skills

Enterprise sales

English fluent

German native

Full sales cycle

Quota attainment

Salesforce

Tools

Salesforce

Job description

About Airwallex

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 676,000 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 2,300 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.

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 to 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 native-level proficiency in German.
• Adaptable, results‑driven mindset with a track record of thriving in high‑growth, fast‑paced environments.
• English and German communication: Communicate with clarity and credibility in both English (fluent) and German (native).

Preferred Qualifications

• Deep domain expertise in payment acceptance, card acquiring, PSPs, payment orchestration, or adjacent enterprise SaaS.
• Foundational understanding of accounting and complex financial flows.
• Strong executive‑level presentation skills with experience multi‑threading across CFOs, Heads of Product, and Procurement.
• Proven ability to create structure and navigate ambiguous, early‑stage enterprise sales environments.

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.