Description
Compensation
On target earnings $300K – $450K, offers equity, and commission.
Airwallex promotes fair compensation practices according to national, federal, state, and local laws. The expected base pay ranges are based on information at the time of posting and represent the company's good faith minimum and maximum ranges for this role. The actual compensation offered will depend on multiple factors, including relevant experience, skills, qualifications, geographic location, internal equity, and external market factors. Certain roles may be eligible for additional compensation, such as annual bonuses, commissions, RSUs, or other forms of compensation.
Benefits vary by country and employment type according to local statutory requirements. All employees receive at least the statutory minimum for paid annual leave and public holidays, with many locations offering additional company-provided vacation days. For example, US-based employees are eligible for medical, dental, and vision insurance, a 401(k) plan, short-term and long-term disability, basic life insurance, and well-being benefits. US-based employees also receive 20 paid days of vacation and 12 paid days of company holidays in a calendar year.
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 to run their financial operations or build and monetize financial products. We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're co-headquartered in San Francisco and Singapore, with over 2,700 people across 27 offices.
About the team
The Enterprise Business team at Airwallex is a high-performing, collaborative group focused on transforming how large global businesses operate. We deliver innovative payments and financial technology solutions that simplify complex operations and support growth for enterprise clients. Our team values strategic thinking, customer focus, commercial excellence, and a deep understanding of the challenges faced by multinational organizations.
What you’ll do
As the Head of Strategic Accounts, you will be a founding sales role at Airwallex, focusing on selling our API-powered financial technology platform to Fortune 500 companies and organizations of comparable scale in the Americas. You will use your existing network, industry expertise, and enterprise sales experience to create immediate impact for the business. You will own high-value, complex sales cycles from account strategy and prospecting through negotiation, close, onboarding, and expansion. Success in this role will be measured by your ability to exceed volume and revenue targets, build a durable strategic-account pipeline, and establish best practices for the broader US sales organization. The role includes meaningful performance-based upside tied to achieving ambitious targets.
Responsibilities:
- Acquire new strategic customers across North America, focusing on Fortune 100 and Fortune 500 companies.
- Own and drive sophisticated, multi-stakeholder sales cycles from ideation and prospecting through negotiation, closing, onboarding, and expansion.
- Identify new companies, use cases, and opportunities through research and close partnership with strategy and sales enablement teams.
- Develop trusted relationships with senior decision-makers across finance, payments, treasury, technology, procurement, and other relevant functions.
- Build and manage a strong, reliable pipeline aligned to revenue and volume targets.
- Work collaboratively with colleagues across sales, product, engineering, solutions consulting, strategy, finance, legal, and implementation.
- Negotiate partnership agreements and commercial contracts in partnership with legal, finance, and strategy.
- Ensure an exceptional customer experience and effective onboarding process for new customers.
- Provide regular, accurate reporting on pipeline health, forecasts, KPIs, and performance against targets.
- Help define the account strategy, sales methodology, and best practices for the US strategic accounts motion.
Who you are
Minimum qualifications:
- 10+ years of experience selling complex technology solutions to enterprise accounts.
- An established network of senior decision-makers and influencers responsible for payments, financial operations, treasury, or related functions at Fortune 500 companies or organizations of comparable scale.
- Demonstrated experience selling API-driven or technically complex solutions with meaningful integration requirements.
- A track record of exceeding revenue and sales targets in sophisticated, consultative enterprise sales environments.
- Experience navigating long, complex sales cycles involving multiple stakeholders, business units, and geographies.
- Strong analytical skills, business acumen, and disciplined pipeline-management habits.
- Excellent communication, negotiation, presentation, and solution-selling skills.
- Experience identifying, influencing, and aligning key decision-makers and stakeholders.
- A collaborative and adaptable working style, with the ability to operate effectively across functions, cultures, and levels of seniority.
Preferred qualifications:
- Experience working at a fintech, payments, banking, or financial technology company.
- Experience selling infrastructure, APIs, embedded finance, or other technology products that require technical integration.
- A technical product mindset and a passion for solving complex customer problems through technology.
- Experience building a new sales motion, strategic accounts program, or market from the ground up.