Senior Account Executive, Enterprise, Spend

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 We’re building a new Enterprise Spend team focused on winning and expanding large enterprise customers around Airwallex’s spend management and expense solutions. As an early Enterprise Account Executive, you’ll help define the sales playbook, shape go-to-market strategy, and close complex deals in a category that’s still taking shape. - Own the full enterprise sales cycle for Airwallex’s spend management and expense solutions, from prospecting and discovery through commercial negotiation and contract signature. - Build and manage a high-quality pipeline across DACH through targeted outbound prospecting, partner referrals, field events, and industry networks. - Lead consultative, value-led conversations with CFOs, Finance Directors, Heads of Operations, IT, Procurement, and other senior stakeholders across complex buying committees. - Shape the Enterprise Spend sales playbook and go-to-market strategy as an early hire on a newly formed enterprise motion. - Develop compelling business cases, tailored demonstrations, and proof-of-concepts that connect Airwallex’s capabilities to customer needs and measurable business outcomes. - Partner closely with Solutions Engineering, Product, Marketing, and Implementation to orchestrate opportunities, share customer insight, influence the roadmap, and support a strong post-sale handover. - Maintain rigorous CRM hygiene, including accurate pipeline data, forecasting, and activity logging in Salesforce. - Build deep expertise in enterprise spend management, travel and expense, invoice automation, and corporate cards, while staying close to market trends, procurement patterns, and the competitive landscape. - Represent Airwallex at industry events, conferences, and customer roundtables, and contribute to messaging, objection handling, and competitive positioning. This role is based in Munich or Berlin, with three days per week in the office and an average of two to three trips per month within DACH. WHAT WE'RE LOOKING FOR Essentials - 10+ years of professional experience. - 3+ years of B2B enterprise software or SaaS sales experience in a new-business, hunting role, with a proven track record of exceeding quota. - Demonstrable experience closing complex, multi-stakeholder enterprise deals with long sales cycles. - Experience managing the full commercial process, including bespoke agreements, procurement and legal negotiations, and coordination across internal teams. - Strong discovery and qualification skills, with the ability to uncover business pain, urgency, decision processes, and fit. - Value-selling and business acumen, with the ability to connect product capabilities to measurable business outcomes and ROI. - Executive and stakeholder-selling skills, including the ability to build credibility, multi-thread accounts, and align diverse decision-makers. - Strong negotiation and commercial judgment, with the ability to protect value and trade concessions intelligently. - Account strategy and deal-orchestration skills, including the ability to create clear plans, control next steps, and navigate complex enterprise sales cycles. - Prospecting and pipeline-creation skills through targeted outreach and account research. - Fluent English and native-level German, with the ability to communicate clearly and credibly in both languages. - Resilience, learning agility, coachability, and comfort operating in a newly formed team where the playbook is still taking shape. Preferred - A background in fintech, spend management, travel and expense, ERP, accounting, or adjacent enterprise software. - Accounting knowledge. - Experience closing enterprise deals of €250K+ ARR. - Experience with Salesforce and rigorous forecast management. - Experience contributing to go-to-market messaging, competitive battlecards, or sales playbooks. 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 with ambiguity. Give you a problem, not a prescription, and you'll run with it. - You own the outcome and you don't wait for permission to fix what's broken. - You enjoy working closely with people across multiple countries and time zones as part of one connected, global team, including flexing your hours occasionally to make that connection work. LEARN MORE ABOUT YOUR TEAM Enterprise Business is about more than closing deals. This team helps large, often multinational organizations solve complex financial challenges that go well beyond a single product decision — moving money globally, managing treasury operations, embedding financial services across borders, and replacing fragmented financial workflows with one global system built to scale. You’ll be helping customers understand what is possible when their financial operations work as one global system. It's a team for strategic sellers with a builder mindset, who combine strategic thinking with deep product knowledge: comfortable with long deal cycles, multiple stakeholders, and the kind of autonomy that comes from being trusted to create value, shape the deal, and move complex opportunities forward rather than follow a rigid playbook. If you want to work on high-consequence deals that genuinely change how large businesses operate financially, this is the 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.