Account Executive, Mid-Market

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.

How you'll make impact

You'll drive revenue for Airwallex by owning the full sales cycle, from prospecting and qualification through negotiation and close, across mid-market businesses with 500–2,000 employees and global financial operations.

• Own revenue growth across your territory, from outbound prospecting through negotiation and close.

• Build a reliable pipeline by identifying new companies, use cases and prospects through research, then develop account strategies that move opportunities forward.

• Uncover customer needs and pain points through consultative discovery, product demonstrations and value-based selling, helping finance leaders address complex financial challenges.

• Establish sales best practices for a growing Mid-Market sales team while reporting against KPIs and targets.

• Maintain accurate sales activity and territory forecasts in Salesforce, and partner with strategy, sales enablement, product, design and engineering teams to bring customer insight into our go-to-market approach.

You'll work from our San Francisco OR New York City office

What we're looking for

Essentials

• 5+ years of quota-carrying, direct SaaS sales experience in a full-cycle closing role, with strong prospecting, qualifying, negotiating and closing skills.

• Experience closing 10–15 or more deals annually with a target ACV of $100k.

• Experience with outbound prospecting and conducting product demonstrations alongside solution engineers.

• A consultative sales approach, with the ability to use analytical and quantitative skills to understand customer needs and build a compelling business case.

• A consistent track record of hitting or exceeding sales targets in a fast-paced environment.

• High adaptability and the ability to navigate change as a startup evolves.

• Excellent verbal and written communication skills.

• Willingness to travel as required.

Preferred

• 2–3 years of sales experience in payments or spend management software.

• A strong client and technical partner network in the US mid-market segment.

• Familiarity selling to C-level executives, finance teams and other key decision-makers.

• Familiarity with core mid-market ERP software, including NetSuite, Sage Intacct, QuickBooks and Xero.

You'll thrive here if

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