Founding GTM, T:0

Airwallex; San Francisco (CA); On-site; USD 120,000 - 180,000; Full time

Job summary

Airwallex seeks an inaugural GTM hire to build and own the outbound engine for US startups from San Francisco. You’ll rapidly test channels, handle inbound triage, and drive early revenue with a high-velocity, founder-focused sales approach.

You’ll own the CRM, define sales stages, and work closely with the Startups team to scale from first deal to broader growth, balancing rapid execution with strategic expansion.

Qualifications

• Minimum 0-to-1 startup GTM experience; comfortable building playbooks from scratch.
• Experience selling to founders and operators at small companies with quick decision cycles.
• Ability to run high-volume, low-friction outreach and close in a single call where possible.
• Experience designing and executing a CRM-driven sales process across stages and data integrity.

Responsibilities

• Build the GTM engine from scratch and personally run outbound motion.
• Own the CRM and sales process end to end; define stages and maintain pipeline data quality.
• Sell to US startups (seed to Series A) with high-volume, low-friction approach.
• Open new segments as the business grows; source leads and manage longer cycles as needed.
• Generate your own pipeline in collaboration with Marketing and Startups team.
• Align with Startups team to ensure coordinated outbound and growth motions.

Skills

Startup experience

Founders sales

Outbound sales

CRM management

Tools

CRM (HubSpot)

Job description

About Airwallex

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 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

T:0’s mission is to make finance run itself. We are turning accounting into autonomous infrastructure that closes the books, reconciles, and reports continuously, so the people who own the outcome can stop worrying about busy work and start focusing on strategic decisions. We're a small, elite, builder-focused team inside Airwallex, moving at startup speed with a scaled company's infrastructure and distribution behind us.

What you’ll do

You’ll be our first GTM hire. There's no playbook to hand you - building it is the work. In practice it looks like sending the outbound yourself, working inbound lead that comes in, getting a founder from first call to paying customer in one conversation, and figuring out which channels actually produce before we spend real money on any of them. You’ll try a bunch of things every week, most won’t work, and you’ll find the couple that do and go hard on them.

This role is based in San Francisco.

Responsibilities:

• Build the GTM engine from scratch. Stand up and personally run our outbound motion — lists, sequences, messaging, follow-up. Triage and prioritize inbound. You’re not managing this work; you’re doing it.
• Own the CRM and the sales process end to end. Define the stages, keep the data clean, and make the pipeline something the whole company can trust.
• Sell to US startups, fast. Our current ICP is US-based seed-to-Series-A companies. The motion needs to be high-volume, low-friction, and ideally close in a single call - with a clear path toward self-serve and PLG. You’ll design for that from day one.
• Expand where the business goes next. The ICP won’t stand still. As we grow, you’ll open new segments yourself - sourcing the leads, running longer and more considered sales cycles, and building that motion alongside the fast one. Experience with more complex, multi-stakeholder deals is a real asset here.
• Generate your own pipeline. In partnership with our Head of Marketing, you’re responsible for making leads exist - not waiting for them to arrive.
• Work closely with Airwallex's Startups team to keep the two motions aligned and compounding.

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:

• You’ve been the first (or only) GTM person somewhere before, and you liked it. You have a 0-to-1 mentality and real early-stage startup experience.
• You’ve built a sales motion, not just operated one someone else already proved out.
• You’re comfortable selling to founders and operators at small companies - quick calls, quick decisions, high volume - and you’ve sold across deal shapes, including longer, multi-stakeholder cycles.
• You’re the person who books the thing instead of just suggesting it. If you can get a stranger on a call and leave with a yes, and you’d rather do something scrappy today than something perfect next week, we want to talk.

Preferred qualifications:

• Experience selling fintech products, especially in accounting, bookkeeping, or the founder finance stack.
• Have built out and managed a CRM
• Have utilized AI to automate sales outbounding

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.