Senior Account Executive (Director), Enterprise, Payments

LemClosers; München; Hybrid; EUR 90,000 - 150,000; Full time

Job summary

Airwallex in München sucht eine/n Senior Account Executive – Enterprise Payments, der/die das End-to-End-Vertriebserlebnis von Akquise bis Vertragsabschluss verantwortet.

Sie bauen eine hochwertige Pipeline auf, arbeiten eng mit Partnern und internen Stakeholdern zusammen und steuern komplexe 6–18 Monatszyklen mit mehreren Entscheidungsträgern. Eine klare Erfolgsorientierung und verhandlungssichere Kommunikationsfähigkeiten sind unerlässlich.

Qualifications

• Bachelor-Abschluss oder gleichwertige Qualifikation erforderlich.
• Nachweis über Erfahrung im Enterprise-Verkauf (SaaS) von Vorteil.
• Ausgeprägte Verhandlungs- und Gesprächsführungskompetenz.

Responsibilities

• Gesamtverantwortung für End-to-End-Enterprise-Verkäufe von Prospecting bis Abschluss.
• Aufbau und Pflege einer hochwertigen Pipeline durch outbound, Partnernetzwerke und Events.
• Durchführung von Accountplänen, Stakeholder-Mapping und Vertragsverhandlungen.

Skills

Prospecting

Vertragsverhandlung

stakeholder navigation

Education

Bachelor-Abschluss

Job description

# Senior Account Executive (Director), Enterprise, PaymentsAirwallex DE - MunichSaaSHybridSee your match scorePosted TodayWork TypeOn-siteVerticalSaaSSourcearbeitnowLanguage German## About this roleAbout AirwallexAirwallex 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 2,300 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 DoNew Business & Pipeline GenerationOwn end-to-end enterprise sales cycles from prospecting through to contract signature, with deal sizes typically $250K+ ARRBuild and manage a high-quality pipeline of enterprise prospects through outbound prospecting, partner referrals, field events, and industry networksConduct white space analysis and account planning to prioritise highest-potential opportunities within your territoryRun structured, consultative sales processes: discovery, value proposition design, stakeholder mapping, commercial negotiation, and closeCustomer### Selling MotionSales CycleEnterprise6–18 month cycles, complex multi-stakeholder dealsProspectingChannel / PartnerSell through partners, resellers, or alliancesBuyer PersonaC-SuiteSelling to executive decision-makersTerritoryGreenfieldBuild territory from scratch — net-new logos### Requirements at a GlanceBachelor's Degree·RequiredProspecting·Required skillNegotiation·Required skill### Typical Day — Account ExecutiveStakeholder meetings3–5/weekExecutive presentations2–3/weekBusiness cases & RFPs1–2/weekForecast & pipeline2×/weekChampion coachingDailyEstimates based on role type and selling motion — actual may vary by company.### SaaS — Interview IntelTypical Sales Cycle30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)Common Buyer Objections* \"We're locked into a contract with [competitor]\"* \"We built something in-house already\"* \"We don't have budget until next quarter\"* \"Our team won't adopt another tool\"Key Industry MetricsARR / MRRNet Revenue Retention (NRR)CAC Payback PeriodLogo Churn vs Revenue ChurnACV (Avg Contract Value)Magic NumberHot Topics to Reference* • AI-native product disruption* • PLG vs sales-led motion debate* • Vertical SaaS consolidation* • Usage-based pricing modelsUse these insights to speak the buyer's language in interviews.## TagsEnterprise Business—Walk me through your discovery process.Template question—How do you handle a prospect who goes silent mid-deal?Template question—Tell me about your largest closed deal and the sales cycle.Template question—How do you build business cases for stakeholders?Template question—Describe a deal you lost and what you learned.Template questionRole InsightsAs an Account Executive with Airwallex, you'll own the entire revenue pipeline and be measured on quota attainment.Expect to work with recurring revenue models where customer retention is as important as acquisition.The German market values structured sales processes and typically offers strong base salaries alongside performance incentives.