Account Executive, Mid-Market

Airwallex; New York (NY); On-site; USD 90,000 - 150,000; Full time

Job summary

Airwallex is seeking a US Mid-Market Account Executive to help build the founding GTM team. You will sell to companies with 500-2,000 employees and target ACV of $100k, reporting to Head of Mid-Market. This role is based in San Francisco or New York City.

You will drive revenue, identify prospects, and collaborate with product, strategy, design, and engineering to incorporate customer feedback, shaping Airwallex's spend management solutions for global businesses.

Qualifications

• 5 years of quota-carrying direct SaaS sales experience in a full cycle closing role.
• Experience closing upwards of 10-15 deals annually with $100k target ACV.
• Experience with outbound prospecting and conducting product demonstrations with solution engineers.
• Consultative sales approach and comfortable leveraging analytical & quantitative skills.
• Consistent track record of hitting or exceeding sales targets in a fast-paced environment.
• Willing to travel as required.

Responsibilities

• Drive revenue for Airwallex. Own and drive the entire deal cycle from prospecting to close.
• Identify new companies, use cases and prospects through research with help of strategy and sales enablement team. Develop strategies for closing new accounts in your territory.
• Leverage sales methodologies to uncover customer needs and pain points. Articulate Airwallex's value proposition by using the appropriate sales qualification standards
• Build and manage a strong, reliable pipeline, as well as help define best practices that will be the foundation for the US sales team
• Provide regular reporting against KPIs, metrics and targets. Own sales activities and your territory forecast in Salesforce.
• Collaborate with product, strategy, design, and engineering teams to incorporate customer feedback

Skills

SaaS sales

Full-cycle closing

Negotiation

Outbound prospecting

Analytical skills

Communication

Travel

Tools

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, Rippling, 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 Mid-Market segment is the cornerstone of the US economy, accounting for one-third of its GDP. The Airwallex US Mid-Market sales team is a newly founded GTM team focusing on companies with 500-2,000 employees and global financial operations. We deliver spend management solutions that fill the unmet needs of the finance leaders. Our unique value proposition is centered around unparalleled global coverage, unified payment infrastructure and spend management software, and end to end coverage of the full treasury cycle from account receivables (acquiring, billing) to global banking to spend management (corporate cards, bills, reimbursement, and procurement). We are a group of ambitious innovators who are passionate in helping mid market companies transform their financial operations and grow without borders.

What you'll do

You will be selling to companies with 500-2,000 employees with a target ACV of $100k. You will be part of the founding GTM team for our US Mid-Market business, and report directly to our Head of Mid-Market.

This role is based in San Francisco or New York City.

Responsibilities:

• Drive revenue for Airwallex. Own and drive the entire deal cycle from prospecting to close.




• Identify new companies, use cases and prospects through research with help of our strategy and sales enablement team. Develop strategies for closing new accounts in your territory.




• Leverage sales methodologies to uncover customer needs and pain points. Articulate Airwallex's value proposition by using the appropriate sales qualification standards




• Build and manage a strong, reliable pipeline, as well as help define best practices that will be the foundation for the US sales team




• Provide regular reporting against KPIs, metrics and targets. Own sales activities and your territory forecast in Salesforce.




• Collaborate with product, strategy, design, and engineering teams to incorporate customer feedback

Who you are

We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory.

Minimum qualifications:

• 5 years of quota-carrying direct SaaS sales experience in a full cycle closing role with strong prospecting, qualifying, negotiating, and closing skills




• Experience closing upwards of 10-15 deals annually with $100k target ACV




• Experience with outbound prospecting and conducting product demonstrations together with solution engineers




• Consultative sales approach and comfortable leveraging analytical & quantitative skills




• Consistent track record of hitting or exceeding sales targets in a fast-paced environment




• High adaptability and understanding of change within the evolution of a startup




• Excellent verbal and written communication skills




• Willing to travel as required

Preferred qualifications:

• Your sales experience includes 2 to 3 years in payments or spend management software




• Strong client and technical partner network in the US mid market segment




• Familiarity selling to some or all of the key stakeholders: C-level executives, finance teams, and decision makers




• Familiarity with core mid market ERP softwares, including NetSuite, Sage Intacct, QuickBooks, and Xero.

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.