Platform Account Executive, Enterprise

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, 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 2,700 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.   HOW YOU'LL MAKE IMPACT You’ll help businesses bring financial services directly into their own products, using Airwallex’s embedded finance infrastructure to support their customers across markets. You’ll own complex, consultative sales cycles from prospecting and discovery through commercial negotiation, contract signature and launch. - Build relationships with vertical SaaS companies, marketplaces, fintechs and other platforms. - Help customers embed accounts, payments, payouts, FX and cards into their products. - Understand each customer’s business model, platform architecture and money flows, then shape a clear commercial proposition. - Navigate technical integrations, onboarding, compliance requirements and multi-stakeholder buying processes. - Build pipeline across the UK/I enterprise market through account research, outbound prospecting, referrals, industry networks and targeted engagement. - Work closely with SDRs, Solutions Engineering, Product, Legal, Risk, Operations and Account Management to develop business cases, run technical workshops and support a strong handover into implementation. - Contribute to the embedded finance sales playbook by sharing customer insight, competitive context and deal learnings. You’ll work from our London office three days a week. WHAT WE'RE LOOKING FOR Essentials - Five years of sales experience, ideally in complex B2B, enterprise or technical sales. - Experience owning consultative sales cycles involving multiple stakeholders and technical or API-enabled products. - Strong discovery, commercial negotiation, presentation and deal-orchestration skills. - The ability to understand a customer’s business model, platform architecture and money flows, then translate complex requirements into a clear commercial proposition. - A track record of building pipeline, progressing opportunities and closing deals through ambiguity and long sales cycles. - The confidence to engage stakeholders across Product, Engineering, Finance, Operations, Risk, Compliance and Customer Success. Preferred - Payments experience in fintech, particularly with embedded finance, platforms, marketplaces, acquiring, payouts or issuing. - Experience selling to platform customers such as vertical SaaS companies, fintechs or marketplaces. - Experience selling APIs, financial infrastructure, banking-as-a-service, payment infrastructure or other technical products. - Around five or more years of experience in enterprise or strategic sales. - Experience navigating longer, technical sales cycles with multiple decision-makers and implementation dependencies. YOU'LL THRIVE HERE IF - You have a track record of hitting your numbersYou're excited by a category that hasn't been won yet, and want to be early enough to shape it. - You're comfortable with ambiguity. Give you a problem, not a prescription, and you'll run with it. - You connect dots across functions and hold t