Senior Account Executive, Enterprise, EmFi

United States Digital Space LLC; München; Vor Ort; EUR 120.000 - 180.000; Vollzeit

Zusammenfassung

Airwallex is building a world-class Enterprise GTM team in Germany to win and expand large enterprise customers across EmFi solutions. You will own full sales cycles, engage CFOs and Heads of Operations, and shape the regional go-to-market strategy while collaborating with product and marketing.

As a Senior Enterprise Account Executive, you will drive multi-stakeholder opportunities, run structured sales processes, and leverage executive storytelling to demonstrate real business value.

Qualifikationen

• 10+ years of experience in strategy consulting and/or the tech sector.
• Native German speaker and fluent in English.
• Strong critical thinking, problem-solving, and end-to-end results track record.
• Highly adaptable to navigate ambiguity and create structure in fast-moving environments.

Aufgaben

• Own end-to-end enterprise sales cycles from prospecting through to contract signature.
• Build and manage a high-quality pipeline of enterprise prospects via outbound prospecting, referrals, events and networks.
• Conduct account planning and white space analysis to prioritise highest-potential opportunities.
• Run structured, consultative sales processes: discovery, value proposition design, stakeholder mapping, negotiation and close.
• Engage senior stakeholders (CFO, CPO) and deliver executive-level presentations and business cases.
• Collaborate with Solutions Engineering and Product to run POCs and tailored demos showing platform value.
• Maintain rigorous CRM hygiene with accurate pipeline, forecasting and activity logging in Salesforce.

Kenntnisse

Enterprise sales

German (native)

English (fluent)

Strategic thinking

Tools

Salesforce CRM

Jobbeschreibung

About AirwallexAirwallex 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, the company 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 ValueWe 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 Embedded Finance (EmFi) team - a dedicated motion focused on winning and expanding large enterprise customers around the company's EmFi solutions.

This is a greenfield opportunity: you will be among the first Enterprise AEs, helping define the sales playbook, shape GTM strategy, and close the deals that put the company on the map in the enterprise EmFi category.

As a Senior Enterprise Account Executive, you will own the full sales cycle for complex, multi-stakeholder opportunities - targeting CFOs, Finance Directors, and Heads of Operations at companies with complex payment flows, high transaction volumes, and international growth ambitions.

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

• Deliver compelling executive-level presentations and business cases that connect the company's capabilities to specific customer outcomes

• Represent the company at industry events, conferences, and customer roundtables to build brand presence in the enterprise 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 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 EmFi to credibly position the company 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 GTM playbook - messaging, objection handling, competitive battlecards

Who you Are

Minimum Qualifications

• 10+ years of professional experience in strategy consulting and/or the tech sector.

• Bilingual proficiency: Native German speaker and fluent in English.

• Strong critical thinking, problem-solving skills, and a track record of driving results end-to-end.

• Highly adaptable mindset with the ability to navigate ambiguity, go deep into complex details, and create structure in fast-moving environments.

Preferred Qualifications

• Prior experience in enterprise sales and/or finance roles.

• Demonstrated ability to collaborate cross-functionally and build strong relationships with internal and external stakeholders.

Equal opportunityAirwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at the company 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.

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