At a glance
- Experience
- 2+ years experience
- Employment
- Full-time
- Location
- UK - London
About AirWallex
- Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 676,000 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 https://www.airwallex.com/en-us/operating-principles to see it in full.
About the role
- We're looking for an Account Executive to join our new SME team, selling into the eCommerce, SaaS and Professional Services industries.
- Your job is to understand their priorities, surface where their finance systems are holding them back, and build the case for change.
Responsibilities
- Territory planning: prioritising accounts and the people worth reaching out to, as well as identifying routes in through partners or leadership connections.
- Owning your outbound strategy: building a hypothesis on what a business is prioritising and where things are likely breaking, then getting to the right people.
- Running a proven sales process, and iterating on it: understanding a business's priorities, the challenges preventing them from executing, and building the ROI case with the customer.
- Forecasting: using MEDDPICC to know where you are in a deal, where the gaps are, and to forecast accordingly.
- Implementation and account management: coordinating implementation and handover, including the mutual action plans that keep everyone aligned on timelines and get the customer adopting quickly.
- Product: relaying customer insight to the product team and influencing roadmap priorities.
- Marketing: working together on ABM campaigns, competitive positioning and customer case studies.
Requirements
- Ideally 3+ years of B2B software or fintech sales experience, with at least 1 year in an outbound closing role.
- If you have 2+ years in an outbound lead generation role and have been deliberate about upskilling for a move into closing, apply and tell us how.
- Curious: about the industries we sell into, the people we sell to, and our own product.
- Perceptive: you read a room, and you have genuine empathy for the people you're selling to and working alongside.
- Driven: the motivation comes from you.
- Honest: you bring problems forward early rather than letting them surface late, and you're upfront when you don't know something.
- Coachable: you take feedback and act on it quickly, while being critical enough about what you hear to apply it selectively.
Skills
- MEDDPICC
