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 drive revenue for Airwallex by owning the full sales cycle, from prospecting and qualification through negotiation and close, across mid-market businesses with 500–2,000 employees and global financial operations. - Own revenue growth across your territory, from outbound prospecting through negotiation and close. - Build a reliable pipeline by identifying new companies, use cases and prospects through research, then develop account strategies that move opportunities forward. - Uncover customer needs and pain points through consultative discovery, product demonstrations and value-based selling, helping finance leaders address complex financial challenges. - Establish sales best practices for a growing Mid-Market sales team while reporting against KPIs and targets. - Maintain accurate sales activity and territory forecasts in Salesforce, and partner with strategy, sales enablement, product, design and engineering teams to bring customer insight into our go-to-market approach. You'll work from our San Francisco OR New York City office WHAT WE'RE LOOKING FOR ESSENTIALS - 5+ years of quota-carrying, direct SaaS sales experience in a full-cycle closing role, with strong prospecting, qualifying, negotiating and closing skills. - Experience closing 10–15 or more deals annually with a target ACV of $100k. - Experience with outbound prospecting and conducting product demonstrations alongside solution engineers. - A consultative sales approach, with the ability to use analytical and quantitative skills to understand customer needs and build a compelling business case. - A consistent track record of hitting or exceeding sales targets in a fast-paced environment. - High adaptability and the ability to navigate change as a startup evolves. - Excellent verbal and written communication skills. - Willingness to travel as required. PREFERRED - 2–3 years of sales experience in payments or spend management software. - A strong client and technical partner network in the US mid-market segment. - Familiarity selling to C-level executives, finance teams and other key decision-makers. - Familiarity with core mid-market ERP software, including NetSuite, Sage Intacct, QuickBooks and Xero. YOU'LL THRIVE HERE IF - You have a track record of hitting your numbers, and you’re motivated by stretch goals. - You own the outcome and you don't wait for permission to fix what's broken. - You're comfortable making decisions with incomplete information and moving quickly anyway. - You communicate clearly and directly across cultures, and you're thoughtful about how context shifts meaning across borders. - You say what you mean. You're direct, but you lead with respect. LEARN MORE ABOUT YOUR TEAM SME & Growth at Airwallex is about more than closing deals. We help small and mid-market businesses solve real financial challenges across borders: getting paid globally, managing multi-currency accounts, paying suppliers, and running spend across markets from a single platform. You're not selling a feature. You're helping founders and finance leaders replace fragmented financial operations with one global system that actually scales. It's a function for sellers who like to build, not follow a script: curious, resourceful, and comfortable figuring things out in markets that are still wide open. You get real autonomy to create value, build relationships, and move opportunities forward. If you want to sell a serious product, solve real problems for ambitious businesses, and build your career fast, this is a place to do it. APPLICANT SAFETY POLICY: FRAUD AND THIRD-PARTY RECRUITERS To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com http://airwallex.com email address. Please apply only through careers.airwallex.com http://careers.airwallex.com or our official LinkedIn page. 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. EQUAL OPPORTUNITY 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.

Account Executive, Mid-Market

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