Account Executive, Startups

AIRWALLEX (SINGAPORE) PTE. LTD.; Singapore; On-site; SGD 140,000 - 170,000; Full time

Job summary

Airwallex Singapore is seeking an Account Executive for startups to own the full sales cycle—from sourcing and prospecting through to close, onboarding, and ongoing account growth. You will work closely with venture partners, ecosystem partners, and founders to build pipeline and expand usage of Airwallex platform, including AI finance and AgentOS capabilities, over time.

This role requires comfort with ambiguity, a passion for the startup world, and the ability to translate a fast-moving

Qualifications

• Experience in startup or tech-enabled sales preferred.
• Ability to manage multi-stakeholder conversations with founders, CFOs, and partners.
• Comfort with ambiguity and frontier beta-stage work in fintech/AI.

Responsibilities

• Own the end-to-end sales process for startup prospects from outreach to close, onboarding and growth.
• Lead consultative conversations with founders and finance managers to map Airwallex solutions to their needs.
• Develop deep fluency in Airwallex AI finance and AgentOS, and design concrete, company-specific use cases.
• Run discovery and demos to illustrate workflow shifts and build trusted relationships with customers.

Skills

Startup sales

Account Executive

AI awareness

Relationship building

Prospecting

Job description

About the Team

The Startups team at Airwallex partners with the most promising venture-backed companies across Asia to provide seamless access to our global financial infrastructure - empowering them to scale without borders. We sit at the intersection of fintech product, venture capital networks, and founder communities, taking a hands-on, consultative approach to helping startups professionalise their cross-border financial operations from their earliest institutional funding round through to growth stage and beyond.

Our motion is equal parts commercial and ecosystem. We build deep relationships with top-tier VCs, co-host events with accelerators and ecosystem partners, and embed ourselves in the startup communities across Singapore and the broader region. We are a tight, high-conviction team seeking to seed and grow lasting relationships with the companies that will define the next decade of innovation in Asia.

Why This Role Is Different - AI Solutions

This is not a standard payments sales role. Airwallex has built AgentOS - a production-grade toolkit that lets AI agents work directly with a company's Airwallex account, so founders and finance teams can run cross-border finance operations in plain English instead of clicking through a dashboard. We're one of the first cross-border platforms in the world to ship this, and Singapore is one of the first markets where we're taking it to founders.

As the AI Solutions AE for Singapore startups, you'll be on the front line of that motion. You won't just sell accounts and FX - you'll help AI-native and AI-curious founders reimagine how their finance function runs: multi-currency cash visibility, supplier onboarding, corporate cards and spend, and billing, increasingly driven by agentic workflows. You'll be expected to become genuinely fluent in our AI finance story, translate an early and fast-moving capability into concrete value for each company, and help us build some of our first AgentOS customer stories. Comfort with ambiguity and a real interest in where AI is taking finance are essential - this is beta-stage, frontier work.

What You’ll Do

As an Account Executive on the Startups team, you will own the full sales cycle - from sourcing and prospecting through to close, onboarding, and ongoing account growth. You will work closely with venture capital partners, ecosystem organisations, and founders directly to build pipeline, convert high-value startup customers, and grow their usage of the Airwallex platform - including our AI finance and AgentOS capabilities - over time.

This is a role for someone passionate about the startup world, energised by founder conversations, excited by AI, and looking to be known in the ecosystem as a trusted partner who helps startups get their financial plumbing right and points them toward what's next.

Responsibilities

Full-Cycle Sales & Consultative Selling

Own the end-to-end sales process for startup prospects - from initial outreach and discovery through to commercial negotiation, onboarding, and go-live.

Lead consultative, needs-based conversations with founders, finance managers, and CFOs to uncover cross-border pain points and map Airwallex solutions to their specific stage, vertical, and expansion plans.

Develop a strong command of our product and common startup financial operations challenges - including multi-currency treasury, FX cost management, corporate card and spend management, entity setup across jurisdictions, and global payouts - and position Airwallex as the platform that consolidates and simplifies these workflows.

Build and present tailored business cases that go beyond feature comparison, helping prospects understand the downstream implications of their current setup and the strategic value of upgrading their financial infrastructure early.

AI Finance & AgentOS Solutioning

Develop deep, credible fluency in Airwallex's AI finance offering and keep pace as the product rapidly evolves.

Identify which prospects and existing customers are the best fit for agentic finance workflows, and design concrete, company-specific use cases that map AgentOS skills to real pains.

Run discovery and demos that bring the workflow shift to life, while framing trust and safety honestly for non-technical founders (the agent prepares and drafts; humans approve anything that moves money).

Help seed and document our first AgentOS customer stories in Singapore, and feed learnings back to product and the broader Startups team to sharpen the motion.

Backbook Ownership & Account Growth

Retain and grow a named portfolio of existing startup customers, ensuring they remain active, satisfied, and expanding their usage of the platform.

Monitor customer activity levels, flag churn risks early, and proactively identify upsell and cross-sell opportunities - particularly around product adoption (e.g. spend management, billing/PA, yield, and AI finance workflows).

Serve as the primary relationship holder fo