Description
We're expanding our senior commercial leadership footprint across France to accelerate growth across Airwallex's enterprise solutions. You'll lead the enterprise commercial organisation in France, combining strategic direction with operational sales execution across a complex, multi-product platform.
Responsibilities:
- Lead and scale an enterprise commercial organisation of 30+ people, including three Enterprise Sales Directors, to drive performance, accountability and operational excellence across France.
- Own France's enterprise KPI and total regional revenue performance, introducing the sales discipline, forecasting rigour and ways of working needed to support sustained growth.
- Define and execute the enterprise commercial strategy across core target verticals, expanding market share across Airwallex's full platform, including global business accounts, FX and treasury, spend management, global payments and embedded finance.
- Sponsor and help close strategic, high-value enterprise opportunities worth $2M+ in contract value, building trusted relationships with French C-suite stakeholders and navigating complex, multi-stakeholder buying processes.
- Partner with regional and global leadership, Risk, Legal, Compliance, Solutions Engineering and Product to turn market insight into stronger GTM execution, product alignment and seamless enterprise client onboarding.
Requirements:
- 12+ years of experience in B2B enterprise sales within high-growth fintech, payments or enterprise software/SaaS environments.
- 5+ years of direct people management experience, including experience managing managers and Director-level sales leaders.
- A track record of leading a sizable enterprise sales organisation of 30+ people.
- A personal track record of closing or sponsoring complex, multi-stakeholder enterprise deals valued at $2M+ ACV.
- Experience leading sales turnarounds, implementing new ways of working and establishing high-performing sales cultures in scaling organisations.
- Deep experience in complex, multi-product platform selling, such as cross-border payments, global banking infrastructure, FX and treasury or developer platform SaaS.
- A pure commercial leadership background focused on revenue execution, pipeline growth and deal closing, rather than general operations or general management.
- Professional fluency in French and English, and based in or willing to relocate to France.
Preferred skills:
- Commercial leadership experience at a leading fintech or enterprise SaaS company, such as Stripe, Adyen, Datadog, Snowflake, Cloudflare or MongoDB.
- An established network of C-suite decision-makers across major French enterprises, technology scale-ups and multinationals, including CFOs, Treasurers, CTOs and Procurement leaders.
- Strong knowledge of global banking systems, FX risk management, treasury operations, card issuing or embedded finance infrastructure.
- Experience operating with high autonomy in fast-paced, matrixed and rapidly evolving environments.