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 2,300 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 to see it in full. About the Team We are building a new Enterprise Spend team – a dedicated motion focused on winning and expanding large enterprise customers around Airwallex’s spend management and expense solutions. This is a greenfield opportunity: you will be among the first Enterprise AEs in the Enterprise team, helping define the sales playbook, shape GTM strategy, and close the deals that put Airwallex on the map in the enterprise spend category. As a Senior Enterprise Account Executive, you will own the full sales cycle for complex, multi-stakeholder opportunities – targeting CFOs, Finance Directors, and Heads of Operations at companies with significant spend complexity. You bring a consultative, value-led approach and the gravitas to lead conversations at the C-suite. What You’ll Do New Business & Pipeline Generation Own end-to-end enterprise sales cycles from prospecting through to contract signature, with deal sizes typically $250K+ ARR Build and manage a high-quality pipeline of enterprise prospects through outbound prospecting, partner referrals, field events, and industry networks Conduct white space analysis and account planning to prioritise highest-potential opportunities within your territory Run structured, consultative sales processes: discovery, value proposition design, stakeholder mapping, commercial negotiation, and close Customer & Stakeholder Engagement Engage and build trust with multiple senior stakeholders – CFO, CPO, Head of Finance, IT and Procurement – across complex buying committees Deliver compelling executive-level presentations and business cases that connect Airwallex’s spend management capabilities to specific customer outcomes Represent Airwallex at industry events, conferences, and customer roundtables to build brand presence in the enterprise spend market Partner with Solutions Engineering and Product to run proof-of-concepts and tailored demos that showcase platform value Cross-functional Collaboration Work closely with the Enterprise Spend product team to relay customer insights and influence roadmap priorities Collaborate with Marketing on territory demand generation, ABM campaigns, and competitive positioning Coordinate with Implementation post-close to ensure a seamless handover and strong early adoption Maintain rigorous CRM hygiene – accurate pipeline data, forecasting, and activity logging in Salesforce Market & Competitive Intelligence Develop deep expertise in enterprise spend management, T&E, invoice automation, and corporate cards to credibly position Airwallex against competition Stay current on market trends, customer procurement patterns, and the competitive landscape to sharpen your sales approach Contribute to the development of the Enterprise Spend GTM playbook — messaging, objection handling, competitive battlecards Who You Are Experience Minimum Qualifications 10+ years of professional experience, including 3+ years in B2B enterprise software or SaaS sales (hunting/new business). Proven track record of exceeding quota on complex, multi-stakeholder enterprise deals ($250K+ ARR) with long sales cycles. End-to-end deal management expertise, from pipeline generation to structuring bespoke agreements and negotiating legal/procurement terms. Bilingual proficiency: Native German speaker and fluent in English. Goal-oriented, adaptable mindset with strong execution skills and the ability to navigate ambiguous environments. Preferred Qualifications Domain background in fintech, spend management, travel & expense (T&E), ERP, or adjacent enterprise software (accounting knowledge preferred). Demonstrated excellence in value selling, multi-threading executive stakeholders, and ROI positioning. Strong commercial acumen and strategy execution across complex, long-cycle accounts. 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 email address. Please apply only through 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. Find more English Speaking Jobs in Germany on Arbeitnow