Account Executive, SME & Mid Market (Payments)

Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software we empower over 250000 businesses worldwide including Brex Rippling Navan Qantas SHEIN and many more with fully integrated solutions to manage everything from business accounts payments spend management and treasury to embedded finance at a global scale.

Proudly founded in Melbourne we have a team of over 2300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading investors including T. Rowe Price Visa Mastercard Robinhood Ventures Sequoia Salesforce Ventures DST Global and Lone Pine Capital Airwallex is leading the charge in building the global payments and financial platform of the future. If youre ready to do the most ambitious work of your career join us.

We hire successful builders with founder-like energy who want real impact accelerated learning and true ownership. You bring strong role-related expertise and sharp thinking and youre motivated by our mission and operating principles. You move fast with good judgment dig deep with curiosity and make decisions from first principles balancing speed and rigor.

Youre humble and collaborative; turn zerotoone ideas into real products and you get stuff done end-to-end. You use AI to work smarter and solve problems faster. Here youll tackle complex highvisibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you lets build whats next.

What youll do

Youre a highperforming payments acceptance and acquiring expert who thrives where product complexity meets commercial opportunity. You can lead deep technical conversations with multiple levels of client stakeholders from founders and CEOs through to CFOs CTOs and Heads of Payments then translate complex requirements into scalable highmargin solutions. You are confident operating in fastpaced highgrowth environments and work crossfunctionally with product engineering operations and sales to get things done.

In this role you will drive netnew adoption of Airwallexs payments platform with SME and midmarket customers across Australia with a focus on card acquiring and alternative payment methods. You will test and refine our gotomarket approach influence our product roadmap and help shape how Airwallex scales online payments in ANZ.

This role is based in Sydney.

Responsibilities:

• Drive adoption of payment processing products including card acquiring and alternative payment methods with new SME and midmarket prospects across Australia.

• Own the endtoend sales cycle for payments opportunities: prospecting discovery solution design commercial structuring negotiation and close.

• Test refine and document market positioning and the appropriate selling motion for Airwallex payments in your segment feeding learnings back into our broader gotomarket playbook.

• Leverage your industry network to open doors secure new customers and create references including case studies early adopter testimonials and joint success stories.

• Partner closely with Strategy Revenue Operations and Product Marketing to build targeted campaigns segmentation and plays that accelerate payments adoption.

• Collaborate with Product and Solutions Engineering to architect deals that combine card acquiring local payment methods and broader Airwallex capabilities such as Global Accounts FX and Billing.

• Provide structured datadriven feedback to Product on customer needs competitive dynamics and deal blockers to help inform roadmap and commercial priorities.

• Maintain accurate pipeline forecasting and CRM hygiene to give clear visibility of coverage risks and opportunities in your territory.

Who you are

Were looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have but are not mandatory.

Minimum qualifications:

• 5 years of experience in an account executive business development or product sales role in fintech or B2B payments.

• Deep understanding of card acquiring and alternative payment method processing including how different payment methods impact conversion risk and economics.

• Demonstrated success selling in crossfunctional commercial environments working with stakeholders across sales product operations and partnerships.

• Proven ability to structure negotiate and close highimpact deals in regulated or startup environments.

• High degree of autonomy and structure with a track record of executing in fastchanging ambiguous contexts.

• Strong verbal and written communication skills with the ability to align technical and nontechnical audiences and lead multistakeholder discussions.

Preferred qualifications:

• Strong presentation and stakeholder management skills at senior executive level including CFO CTO and Head of Payments personas.

• Personally driven to work in scaleup environments with a bias towards experimentation rapid learning and action.

• Deep expertise in one or more segments or verticals where payment processing is critical such as retail eCommerce SaaS or travel.

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 @ email address. Please apply only through 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.

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 dont 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.

Required Experience:

IC