Director, Enterprise, 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 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.

About the Team

We are building a new Enterprise Payments team a dedicated motion focused on winning and expanding large enterprise customers around Airwallexs payment acceptance solutions.

This is a greenfield opportunity: you will be among the first Enterprise hires 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 payment acceptance category.

What Youll 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 Airwallexs payment acceptance capabilities to specific customer outcomes

• Represent Airwallex at industry events conferences and customer roundtables to build brand presence in the enterprise payment acceptance 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 Payments 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 payment acceptance card acquiring payment service providers payment orchestration fraud prevention and checkout optimisation 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 Payments GTM playbook messaging objection handling competitive battlecards

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

• 10 years of total experience including 3 years in enterprise sales (hunting/new business) at a payments or fintech company.

• Proven track record of consistently exceeding quota on complex enterprise deals ($250K ARR) with long sales cycles.

• Demonstrated ability to manage full commercial cycles: prospecting multi-stakeholder discovery value selling and negotiating legal/procurement terms.

• Fluent in English and native-level proficiency in German.

• Adaptable results-driven mindset with a track record of thriving in high-growth fast-paced environments.

• English and German communication: Communicate with clarity and credibility in both English (fluent) and German (native).

Preferred Qualifications

• Deep domain expertise in payment acceptance card acquiring PSPs payment orchestration or adjacent enterprise SaaS.

• Foundational understanding of accounting and complex financial flows.

• Strong executive-level presentation skills with experience multi-threading across CFOs Heads of Product and Procurement.

• Proven ability to create structure and navigate ambiguous early-stage enterprise sales environments.

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:

Director