# Senior Account Executive, Enterprise, EmFi

**Company**: Airwallex
**Location**: Munich
**Experience**: senior
**Job type**: Full time
**Category**: Sales
**Industry**: Finance

**Apply**: https://jobs.ashbyhq.com/airwallex/6756a65a-c7ff-4596-be9c-e63474283e8d?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_5b1f3006-706

## Description

## About the Role

We are looking for a Senior Account Executive, Enterprise, EmFi to join our new Enterprise Embedded Finance (EmFi) team. As a Senior Enterprise Account Executive, you will own the full sales cycle for complex, multi-stakeholder opportunities, targeting CFOs, Finance Directors, and Heads of Operations at companies with complex payment flows, high transaction volumes, and international growth ambitions.

## Key Responsibilities

### New Business & Pipeline Generation

- 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.

### Customer & Stakeholder Engagement

- 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 capabilities to specific customer outcomes.

- Represent Airwallex at industry events, conferences, and customer roundtables to build brand presence in the enterprise market.

- Partner with Solutions Engineering and Product to run proof-of-concepts and tailored demos that showcase platform value.

### Cross-functional Collaboration

- Work closely with the 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.

### Market & Competitive Intelligence

- Develop deep expertise in EmFi 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 GTM playbook , messaging, objection handling, competitive battlecards.

## Requirements

### Minimum Qualifications

- 10+ years of professional experience in strategy consulting and/or the tech sector.

- Bilingual proficiency: Native German speaker and fluent in English.

- Strong critical thinking, problem-solving skills, and a track record of driving results end-to-end.

- Highly adaptable mindset with the ability to navigate ambiguity, go deep into complex details, and create structure in fast-moving environments.

### Preferred Qualifications

- Prior experience in enterprise sales and/or finance roles.

- Demonstrated ability to collaborate cross-functionally and build strong relationships with internal and external stakeholders.

## Skills

### Required
- strategic thinking
- problem-solving
- sales
- communication
- collaboration

### Nice to have
- enterprise sales
- finance
- cross-functional collaboration

---

Source: [Apply at jobs.ashbyhq.com](https://jobs.ashbyhq.com/airwallex/6756a65a-c7ff-4596-be9c-e63474283e8d?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)