Founding GTM, T:0

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 be our first GTM hire at T:0, building the sales engine from scratch with no existing playbook to follow. You’ll personally run outbound, triage inbound, take founders from first conversation to paying customer, and identify the channels that consistently create pipeline before we invest heavily in them.

You’ll own the CRM and sales process end to end, defining stages, keeping data clean, and building a pipeline the whole company can trust. You’ll sell to US-based seed-to-Series-A startups through a high-volume, low-friction motion designed to close quickly, while creating a clear path toward self-serve and PLG.

As the business grows, you’ll open new segments yourself, building longer and more considered sales motions alongside the fast one. You’ll generate your own pipeline in partnership with our Head of Marketing and work closely with Airwallex’s Startups team to keep both motions aligned and compounding.

You’ll work from our San Francisco office three days a week.

What we're looking for

Essentials

• 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 through quick calls, quick decisions, and high-volume activity.

• You’ve sold across different deal shapes, including longer, multi-stakeholder sales cycles.

• You’re the person who books the thing instead of just suggesting it. 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.

Preferred

• Experience selling fintech products, especially in accounting, bookkeeping, or the founder finance stack.

• Experience building and managing a CRM.

• Experience using AI to automate sales outbounding.

You'll thrive here if

• You’re excited by a category that hasn't been won yet, and want to be early enough to shape it.

• You own the outcome and you don't wait for permission to fix what's broken.

• You’re comfortable with ambiguity. Give you a problem, not a prescription, and you'll run with it.

• You default to action. You'd rather course-correct in motion than wait for perfect clarity.

• You have a track record of hitting your numbers, and you’re motivated by stretch goals.

Learn more about your team

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