Director, Sales, Enterprise

Airwallex; San Francisco (CA); Hybrid; USD 180,000 - 280,000; Full time

Job summary

Airwallex is seeking a Director, Enterprise Sales to drive adoption of our FX & Payment API with large enterprise clients in the United States. You will leverage a deep fintech network to win new logos and expand existing relationships, delivering revenue growth across North America.

You will own the end-to-end deal cycle, negotiate with legal and finance, and build a scalable US sales playbook, with strong incentive structures tied to targets and commission upside.

Qualifications

• At least 8 years of experience selling a complex technology product to enterprise accounts.
• Willing to travel as required.
• Experience in fintech or payments software is preferred.

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 new logos and expansions.
• Identify new companies, use cases and prospects through research with our strategy and sales enablement team.
• Collaborate with colleagues across functions and cultures to accelerate deals and ensure alignment.
• Provide regular reporting against KPIs, metrics and targets.
• Ensure the best customer experience and onboarding for new customers.
• Negotiate partnership agreements and commercial contracts with legal, finance and strategy teams.
• Build and manage a strong, reliable pipeline and help define the US sales playbook.

Skills

Enterprise sales

Complex deals

KPIs & revenue targets

Networking

Communication

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 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. Please apply only through careers.airwallex.com or our official LinkedIn page.

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.