Account Executive, Enterprise (Payments)

Airwallex; London (KY); Hybrid; USD 119,000 - 185,000; Full time

Job summary

Airwallex is seeking an Account Executive, Enterprise, in London to lead large, multi-stakeholder sales across markets and payment methods. You will own complex cycles from prospecting to close, coordinating with Payments Product, Solutions Engineering, Legal, and Operations to deliver tailored solutions and drive international growth.

The role requires 5+ years in enterprise sales, experience in payments ecosystems, strong negotiation, and a track record of high-value closes.

Qualifications

• 5+ years of enterprise sales experience with a track record of closing high-value deals.
• Direct experience selling payment acceptance, acquiring, gateways, merchant services, or related payments infrastructure.
• Experience managing complex, multi-stakeholder enterprise sales cycles from discovery through close.
• Strong discovery, consultative selling, and negotiation skills.
• Experience selling technical or API-enabled products and translating complex payment flows into commercial outcomes.
• Hybrid role requiring 3 days a week in the London office.

Responsibilities

• Own end-to-end enterprise sales cycles from prospecting through contract signature and implementation.
• Build and manage a high-quality pipeline through outbound prospecting, partner referrals, field events, and targeted research.
• Conduct whitespace analysis and account planning to map committees and define next steps.
• Run structured, consultative sales processes covering discovery, qualifications, payment-flow analysis, and negotiations.
• Deliver executive-level presentations and quantified business cases linking Airwallex capabilities to outcomes.
• Collaborate with Solutions Engineering and Payments Product to run tailored demonstrations and workshops.
• Coordinate with Implementation and Account Management to ensure a smooth go-live and post-go-live handover.

Skills

Enterprise sales

Payments industry knowledge

API-enabled products

Strategic discovery

Tools

CRM (Salesforce)

Job description

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

The Enterprise Business team at Airwallex is a high-performing and collaborative group of innovators, focused on transforming the way large global businesses operate. We're passionate about delivering cutting-edge payments and financial solutions that streamline operations and drive growth for our enterprise clients. As a team, we value strategic thinking, prioritising our customers, and a deep understanding of the unique challenges faced by multinational organizations.

What you’ll do

As an Account Executive, Enterprise, you will help large businesses improve how they accept payments from their customers across markets and payment methods. You will own complex, multi-stakeholder sales cycles, from prospecting and discovery through commercial negotiation, contract signature and implementation or go-live. Working with Payments Product, Solutions Engineering, Product, Risk, Legal, Operations and Account Management, you will develop tailored solutions that address payment performance, operational complexity and international growth. You will also help shape Airwallex’s Enterprise Payments sales playbook in a high-ownership environment. This role is based in London.

Responsibilities

• Own end-to-end enterprise sales cycles from prospecting through contract signature and implementation.
• Build and manage a high-quality pipeline through outbound prospecting, partner referrals, field events, industry networks and targeted account research.
• Conduct white-space analysis and account planning to prioritise high-potential businesses, map buying committees and define clear next steps and mutual action plans.
• Run structured, consultative sales processes covering discovery, qualification, payment-flow analysis, value proposition design, stakeholder mapping, commercial negotiation and close.
• Deliver executive-level presentations, proposals and quantified business cases that connect Airwallex’s payment capabilities to measurable customer outcomes.
• Partner with Solutions Engineering and Payments Product to run tailored demonstrations, technical workshops and proof-of-concepts that address complex payment flows and integration requirements.
• Collaborate with Marketing and GTM Partnerships on territory demand generation, account-based campaigns, partner referrals, competitive positioning and industry events.
• Coordinate with Implementation and Account Management to ensure a seamless handover, successful go-live and strong early adoption, with the timing of any post-go-live handover confirmed with the hiring manager.
• Contribute to the Enterprise Payments go-to-market playbook, including messaging, discovery frameworks, objection handling, competitive battlecards and win-loss insights.

Required qualifications

• At least 5 years of enterprise sales experience with a track record of closing high-value deals with long sales cycles, independently generated pipeline and consistently strong quota attainment.
• Direct experience selling payment acceptance, acquiring, payment gateways, merchant services, checkout, payment orchestration or related payments infrastructure.
• Experience managing complex, multi-stakeholder enterprise sales cycles from discovery through negotiation and close.
• Strong discovery, consultative selling, commercial negotiation, presentation and deal-orchestration skills.

• Experience selling technical or API-enabled products and translating complex payment flows into clear commercial outcomes for executive stakeholders
• Hybrid role requiring 3 days a week in the London office.

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.