Director, Sales, Enterprise

Airwallex-; New York (NY); Hybrid; USD 180,000 - 280,000; Full time

Job summary

Airwallex is seeking a Director of Enterprise Sales to drive new logo acquisition and expansions across North America. This hybrid role in San Francisco or New York targets high-growth fintech and payments customers, leveraging an API-focused platform.

You will use your deep network, strategic selling skills, and industry experience to achieve ambitious revenue targets and commissions. The role emphasizes building strong client relationships, negotiating complex contracts, and shaping US sales

Qualifications

• At least 8 years of experience selling a complex technology product to enterprise accounts.
• Willing to travel as required.
• Proven ability to meet KPIs and revenue targets.

Responsibilities

• Acquire new enterprise customers across North America through your network.
• Own and drive the entire deal cycle from prospecting to close for new logos and expansions.
• Identify new companies and use cases through research with strategy and sales enablement teams.
• Collaborate with stakeholders at all levels and across functions and cultures.
• Provide regular reporting against KPIs, metrics and targets.
• Ensure smooth onboarding and best customer experience for new customers.
• Negotiate partnerships and contracts with legal, finance, and strategy teams.
• Build and manage a strong pipeline and contribute to US sales playbooks.

Skills

Enterprise sales

API-driven sales

Networking

Strategic selling

Job description

About Airwallex

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 676,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own.

We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific.

We’re co-headquartered in San Francisco and Singapore, with more than 2,300 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles to see it in full.

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, prioritizing our customers, and a deep understanding of the unique challenges faced by multinational organizations.

What you'll do

The Director, Enterprise Sales is a foundational sales role at Airwallex. This will be a hybrid position based in San Francisco or New York. As a Director, Enterprise Sales, you will be focused on selling our FX & Payment API product into one of our target verticals. You will use your deep network and industry experience to hit the ground running and deliver quick results. Success in this role is based on successfully achieving target volume and revenue targets and you will enjoy significant commission and share option upside for hitting those targets.

Responsibilities

• Acquire new enterprise customers across North America through your existing network and experience
• Own and drive the entire deal cycle from prospecting to close for both, new logos and customer expansions
• Identify new companies, use cases and prospects through research with help of our strategy and sales enablement team
• Work collaboratively with people at all levels and across functions and cultures
• Provide regular reporting against KPIs, metrics and targets
• Ensure the best customer experience and on-boarding process for new customers
• Negotiate partnership agreements and commercial contracts in conjunction with legal, finance and strategy through to execution
• Build and manage a strong, reliable pipeline, as well as help define best practices that will be the foundation for the US sales team

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

• At least 8 years of experience selling a complex technology product to enterprise accounts
• Success-oriented and hold yourself accountable for delivering key outcomes, including KPIs and revenue targets
• Willing to travel as required

Preferred qualifications

• Your sales experience includes 2 to 3 years in fintech or payments software
• A top performing sales professional with a proven track record of new business solution selling, ideally within FX or payment sales
• Broad existing network of key decision makers for payments solutions at our target prospects
• A technical mindset, with prior experience in selling complex, API-driven solutions
• Besides strong analytical skills and an organized way of working, you will have excellent communication and solution selling selling skills (directly tailored to customer needs) and experience in identifying and influencing key decision makers and stakeholders

Applicant Safety Policy: Fraud and Third-Party Recruiters

To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com email address.

Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary.

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.