Director of Sales, Enterprise

Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 150,000 businesses worldwide – including Brex, Rippling, Navan, Qantas, SHEIN and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale.

Proudly founded in Melbourne, we have a team of over 1,700 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$6.2 billion and backed by world-leading investors including Visa, Airtree, Blackbird, Sequoia, DST Global, Greenoaks, Salesforce Ventures, Lone Pine, and Square Peg, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us.

About the role

This is a unique opportunity to really drive the future of Airwallex in EMEA as an experienced Director of Sales, Enterprise. In this role, you will have the responsibility of driving our EU expansion plans whilst owning the full sales cycle as you build and maintain relationships with new and existing strategic clients.

You are an adept salesperson, capable of engaging in business-level and technical conversations at multiple levels of the organization, including the C-Suite as well as functional leaders. You are capable of initiating these conversations and leading the deal to a conclusion with large companies. You have an in-depth understanding of the buyer journey and can lead a complex, multi-party sale in a highly consultative manner, deeply understanding their strategy and how Airwallex can be a critical component of that. You are used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. Finally, you enjoy building – you like to actively participate in the development of our sales process, the articulation of our value proposition, and the creation of key tools and assets.

What you'll be doing

• Target enterprise and strategic business opportunities for Airwallex across high-growth technology segments, identifying pain points and providing solutions

• Develop impactful, strategic sales plans for your target accounts and identify required resources

• Drive internal relationships with pre-sales resources and/or partner managers to develop the right solution for the users

• Manage a full and complex sales cycle from lead development through to close and launch

• Develop relationships with executive stakeholders both new and existing clients

• Work with company leaders from multiple functions (e.g., Engineering, Product, Legal and Finance) to lead complex product workshops and financial analyses

• Lead and contribute to team projects to develop and refine our sales process

• Engage with Product and Engineering teams to help drive product strategy

• Utilise Salesforce for end-to-end pipeline management by building strong working relationships with the various sales teams and field marketing teams

What you'll need

• 8+ years of enterprise sales experience, preferably selling a technical or API product, with a track record of multi-year top performance

• Ability to understand technical requirements and craft solutions across multiple products

• Ability to develop and execute account plans spanning multiple business units across complex organizations

• Strong presentation skills, particularly for in-person meetings with multiple stakeholders

• Proven ability to lead complex negotiations involving bespoke commercial agreements

• Superior verbal and written communication skills

• Ability to operate in a highly ambiguous and fast-paced environment

• Strong interest in technology and a deep understanding of space

At Airwallex you’ll have the ability to make an impact in a rapidly growing, global fintech. We want you to share in our success, which is why you’ll be offered a competitive salary plus valuable equity within Airwallex. We also like to ensure we create the best environment for our people by providing a collaborative open office space with a fully stocked kitchen. We organize regular team-building events and we give our people the freedom to be creative.

Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.

Airwallex does not accept unsolicited resumes from search firms/recruiters.  Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s).  Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary.