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.