Account Executive, Startups

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 The Startups team partners with venture-backed companies across Asia, helping founders put the right financial infrastructure in place as they scale across borders. You’ll own the full sales cycle for startup customers, from prospecting and discovery through commercial negotiation, onboarding and ongoing account growth. You’ll combine consultative selling with ecosystem development, working closely with founders, finance leaders, venture capital partners and startup communities. You’ll also help bring Airwallex’s AI finance and AgentOS capabilities to market, turning early-stage technology into practical solutions for founders and finance teams. - Own the full sales cycle for startup customers, from self-sourced prospecting and discovery through commercial negotiation, onboarding and go-live. - Build trusted relationships with founders, finance leaders, venture capital partners and ecosystem organisations, converting warm introductions and your own pipeline into qualified opportunities. - Lead consultative conversations that uncover cross-border financial challenges and connect each startup’s stage, vertical and expansion plans to the right Airwallex solutions. - Translate Airwallex’s AI finance and AgentOS capabilities into practical, company-specific use cases, helping founders and finance teams understand how agentic workflows can support their operations. - Retain and grow a portfolio of startup customers by monitoring engagement, identifying churn risks, expanding product adoption and surfacing opportunities for co-selling or graduation to other teams. - Strengthen Airwallex’s presence in the startup ecosystem through founder events, VC gatherings, accelerator demo days, partner activations and ongoing community engagement. This is an in-office role — you’ll be in our Singapore office five days a week. WHAT WE’RE LOOKING FOR Essentials - 5 years of sales experience in a B2B SaaS, fintech or payments environment, with a track record of meeting or exceeding targets. - Experience selling into venture-backed startups or working within the startup or VC ecosystem. - Familiarity with the Asia startup landscape, including key VCs, accelerators, coworking communities and the general rhythm of the ecosystem. - Demonstrated ability to run a full sales cycle independently, from self-sourced prospecting through negotiation and close. - Strong consultative selling instincts: you lead with curiosity, ask sharp discovery questions and build value through understanding rather than pitching features. - Strong acumen with current AI tools, deploying and managing agents, and AI-native solution design. You experiment with AI tools, follow where the space is going and get energised by early-stage, fast-changing products. - Genuine affinity and experience in the startup ecosystem. - Comfort with cross-border financial operations concepts. - Excellent communication and relationship-building skills, with the ability to present to founders and lead detailed conversations with finance leaders. - Proficiency with CRM systems such as Salesforce and structured pipeline management. Preferred - Background in fintech, payments or financial services, with an understanding of products such as global accounts, payment acceptance, FX, card issuing or spend management. - Hands-on exposure to AI tools and agentic workflows, such as Claude, Cursor or similar, or a track record of making new technology tangible for non-technical audiences. - Experience managing a backbook or portfolio of accounts alongside new business responsibilities, with demonstrated ability to retain and grow existing customers. - A visible personal presence in the startup community through event attendance, LinkedIn activity, community involvement or existing relationships with founders and investors. - Entrepreneurial experience, such as having been a founder or worked on a side project. YOU’LL THRIVE HERE IF - You have a track record of hitting your numbers, and you’re motivated by stretch goals. - You’re excited by a category that hasn’t been won yet, and want to be early enough to shape it. - You’re comfortable making decisions with incomplete information and moving quickly anyway. - You value in-person collaboration and are happy being in the office five days a week. - You say what you mean. You’re direct, but you lead with respect. LEARN MORE ABOUT YOUR TEAM The Startups team at Airwallex partners with the most promising venture-backed companies in Asia as they build across borders from day one. Sitting at the intersection of fintech, venture networks, and founder communities, we help startups put the right financial infrastructure in place early, so they can scale with more clarity, control, and momentum. The work is equal parts commercial and ecosystem. You’ll build deep relationships with founders, investors, accelerators, and partners across the region, while helping high-growth companies navigate the operational complexity that comes with scaling across markets. It is a team for people who think like builders: commercially sharp, deeply curious, and energised by the chance to back the next generation of companies early. If you want to work close to founders, build trust in the ecosystems that matter, and help ambitious companies grow with conviction, this is where you can make a mark. 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.