Senior Account Executive, Enterprise, Spend

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

Zusammenfassung

Airwallex is seeking a Senior Enterprise Account Executive to own the full sales cycle for complex, multi-stakeholder opportunities across Europe. You will prospect, qualify, negotiate, and close deals typically $250K+ ARR, engaging CFOs, CPOs, and procurement leaders with a value-led approach.

You will collaborate with Solutions Engineering, Product, Marketing, and Implementation to build trusted relationships, expand enterprise spend, and shape the GTM strategy.

Qualifikationen

• Minimum 10+ years of professional experience in B2B enterprise software or SaaS sales (hunting/new business).
• Proven track record of exceeding quota on complex, multi-stakeholder enterprise deals ($250K+ ARR).
• End-to-end deal management from pipeline generation to bespoke agreements.
• Native German speaker with fluent English; strong communication skills.

Aufgaben

• Own end-to-end enterprise sales cycles from prospecting to contract signature for large deals.
• Build and manage a high-quality pipeline of enterprise prospects through outbound and referrals.
• Engage senior stakeholders across CFO, CPO, Head of Finance, IT and Procurement.
• Deliver executive-level presentations and ROI-focused business cases.
• Collaborate with Solutions Engineering, Product, Marketing and Implementation.
• Maintain CRM hygiene with accurate pipeline data and forecasting in Salesforce.
• Stay current on market trends, competitive landscape, and develop GTM playbooks.

Kenntnisse

B2B SaaS sales

New business hunting

Executive stakeholder management

German (native)

English (fluent)

Salesforce

Tools

Salesforce

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 Spend team - a dedicated motion focused on winning and expanding large enterprise customers around Airwallex’s spend management and expense solutions. This is a greenfield opportunity: you will be among the first Enterprise AEs 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 spend 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 significant spend complexity. You bring a consultative, value-led approach and the gravitas to lead conversations at the C-suite.

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 spend management capabilities to specific customer outcomes
• Represent Airwallex at industry events, conferences, and customer roundtables to build brand presence in the enterprise spend 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 Spend 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 spend management, T&E, invoice automation, and corporate cards 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 Spend GTM playbook - messaging, objection handling, competitive battlecards

Who You Are

Experience

• Minimum Qualifications

  • 10+ years of professional experience, including 3+ years in B2B enterprise software or SaaS sales (hunting/new business).
  • Proven track record of exceeding quota on complex, multi-stakeholder enterprise deals ($250K+ ARR) with long sales cycles.
  • End-to-end deal management expertise, from pipeline generation to structuring bespoke agreements and negotiating legal/procurement terms.
  • Bilingual proficiency: Native German speaker and fluent in English.
  • Goal-oriented, adaptable mindset with strong execution skills and the ability to navigate ambiguous environments.

• Preferred Qualifications

  • Domain background in fintech, spend management, travel & expense (T&E), ERP, or adjacent enterprise software (accounting knowledge preferred).
  • Demonstrated excellence in value selling, multi-threading executive stakeholders, and ROI positioning.
  • Strong commercial acumen and strategy execution across complex, long-cycle accounts.

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.