Description
We are building a new Enterprise Payments team – a dedicated motion focused on winning and expanding large enterprise customers around Airwallex's payment acceptance solutions. This is a greenfield opportunity: you will be among the first Enterprise hires in the Enterprise team, helping define the sales playbook, shape GTM strategy, and close the deals that put Airwallex on the map in the enterprise payment acceptance category.
Responsibilities
•Own end-to-end enterprise sales cycles from prospecting through to contract signature, with deal sizes typically $250K+ ARR
•Build and manage a high-quality pipeline of enterprise prospects through outbound prospecting, partner referrals, field events, and industry networks
•Conduct white space analysis and account planning to prioritise highest-potential opportunities within your territory
•Run structured, consultative sales processes: discovery, value proposition design, stakeholder mapping, commercial negotiation, and close
•Engage and build trust with multiple senior stakeholders – CFO, CPO, Head of Finance, IT and Procurement – across complex buying committees
•Deliver compelling executive-level presentations and business cases that connect Airwallex's payment acceptance capabilities to specific customer outcomes
•Represent Airwallex at industry events, conferences, and customer roundtables to build brand presence in the enterprise payment acceptance market
•Partner with Solutions Engineering and Product to run proof-of-concepts and tailored demos that showcase platform value
•Work closely with the Enterprise Payments product team to relay customer insights and influence roadmap priorities
•Collaborate with Marketing on territory demand generation, ABM campaigns, and competitive positioning
•Coordinate with Implementation post-close to ensure a seamless handover and strong early adoption
•Maintain rigorous CRM hygiene – accurate pipeline data, forecasting, and activity logging in Salesforce
•Develop deep expertise in enterprise payment acceptance, card acquiring, payment service providers, payment orchestration, fraud prevention, and checkout optimisation to credibly position Airwallex against competition
•Stay current on market trends, customer procurement patterns, and the competitive landscape to sharpen your sales approach
•Contribute to the development of the Enterprise Payments GTM playbook — messaging, objection handling, competitive battlecards
Requirements
•10+ years of total experience, including 3+ years in enterprise sales (hunting/new business) at a payments or fintech company
•Proven track record of consistently exceeding quota on complex enterprise deals ($250K+ ARR) with long sales cycles
•Demonstrated ability to manage full commercial cycles: prospecting, multi-stakeholder discovery, value selling, and negotiating legal/procurement terms
•Fluent in English and native-level proficiency in German
•Adaptable, results-driven mindset with a track record of thriving in high-growth, fast-paced environments
•Communicate with clarity and credibility in both English (fluent) and German (native)
Nice to have
•Deep domain expertise in payment acceptance, card acquiring, PSPs, payment orchestration, or adjacent enterprise SaaS
•Foundational understanding of accounting and complex financial flows
•Strong executive-level presentation skills with experience multi-threading across CFOs, Heads of Product, and Procurement
•Proven ability to create structure and navigate ambiguous, early-stage enterprise sales environments
Conditions
No conditions stated in the posting.
