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Director of Strategic Accounts, Enterprise



San Francisco, CA, USA
Posted on Monday, June 3, 2024

At Airwallex (, we’re building the future of global finance on one platform. Founded in 2015 in Melbourne, Airwallex is the leading financial technology platform for modern businesses to grow beyond borders. With one of the world’s most powerful payments infrastructure, our technology empowers businesses of all sizes to accept payments, move money globally, and simplify their financial operations, all on one single platform.

If you’re excited to do the most ambitious work of your career and change the way money moves around the world - join us!

The Head of/Director of Strategic Accounts will be a critical sales role at Airwallex. This will be a hybrid position based in San Francisco or New York. As a Head of/Director of Strategic Accounts, you will be focused on selling our API product stack to Fortune 500 (or similar) companies. You will use your existing deep network and industry experience to hit the ground running and deliver meaningful impact for the business. Success in this role is based on successfully exceeding target volume and revenue targets and you will enjoy significant upside for hitting those targets. In this role, you are expected to drive a transformative impact for the North America business and Airwallex overall.

We are a hybrid work environment with 2 days per week required in our offices.

You Will:

  • Acquire new Enterprise customers across North America through your existing network and experience

  • Own and drive long, sophisticated global deal cycles from ideation to prospecting and closing both, new logos and customer expansions

  • Proactively 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

You Are:

  • A rockstar partnerships/sales professional with a proven track record of new business solution selling, ideally within FX or payment API sales, to Fortune-500 or equivalent-sized companies

  • Skilled at crafting c-suite-level relationships based on long term trust and value

  • Success-oriented and hold yourself accountable for delivering key outcomes, including KPIs and revenue targets

  • Motivated by the Mission of Airwallex and making it a reality in the North America market

  • Thrives in a fast-paced global environment and have a level of maturity to run your own race within the organization

  • Willing to travel as required

You Have:

  • At least 10 years of experience selling a complex technology product to enterprise accounts (preferably with several years in fintech)

  • Broad existing network of key decision makers for payments solutions at our target prospects in the enterprise space

  • 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, negotiation and solution selling selling skills (directly tailored to customer needs) and experience in identifying and influencing key decision makers and stakeholders

What we offer:

  • Ground floor opportunity with fast-growing global fintech

  • Competitive salary with uncapped commissions

  • Participation in the company's stock option plan

  • Great benefits, including Flexible Spending Account, generous PTO, parental leave and 401k

  • An amazing team on 5 continents

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.

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.