Account Executive, Startups

About Airwallex

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 200000 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 2000 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 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.

Attributes We Value

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

The Startups team at Airwallex partners with the most promising venture-backed companies across Asia to provide seamless access to our global financial infrastructure - empowering them to scale without borders. We sit at the intersection of fintech product venture capital networks and founder communities taking a hands-on consultative approach to helping startups professionalise their cross-border financial operations from their earliest institutional funding round through to growth stage and beyond.

Our motion is equal parts commercial and ecosystem. We build deep relationships with top-tier VCs co-host events with accelerators and ecosystem partners and embed ourselves in the startup communities across Singapore and the broader region. We are a tight high-conviction team seeking to seed and to grow lasting relationships with the companies that will define the next decade of innovation in Asia.

What Youll Do

As an Account Executive on the Startups team you will own the full sales cycle - from sourcing and prospecting through to close onboarding and ongoing account growth. You will work closely with venture capital partners ecosystem organisations and founders directly to build pipeline convert high-value startup customers and grow their usage of the Airwallex platform over time.

This is a role for someone passionate about the startup world energised by founder conversations and looking to be known in the ecosystem as a trusted partner who helps startups get their financial plumbing right.

Responsibilities

Full-Cycle Sales & Consultative Selling

• Own the end-to-end sales process for startup prospects from initial outreach and discovery through to commercial negotiation onboarding and go-live.

• Lead consultative needs-based conversations with founders finance managers and CFOs to uncover cross-border pain points and map Airwallex solutions to their specific stage vertical and expansion plans.

• Develop a strong command of our product and common startup financial operations challenges including multi-currency treasury FX cost management corporate card and spend management entity setup across jurisdictions and global payouts and position Airwallex as the platform that consolidates and simplifies these workflows.

• Build and present tailored business cases that go beyond feature comparison helping prospects understand the downstream implications of their current setup and the strategic value of upgrading their financial infrastructure early.

Backbook Ownership & Account Growth

• Retain and grow a named portfolio of existing startup customers ensuring they remain active satisfied and expanding their usage of the platform.

• Monitor customer activity levels flag churn risks early and proactively identify upsell and cross-sell opportunities particularly around product adoption (e.g. spend management billing/PA yield).

• Serve as the primary relationship holder for your portfolio maintaining regular touchpoints with founders and finance teams and acting as their internal advocate.

• Identify and action graduation opportunities surfacing high-growth accounts to enterprise or theme teams when deal complexity or GP potential warrants a co-sell or handover.

VC Partnerships & Warm Introductions

• Work closely with our Venture Partnerships function to convert VC relationships into qualified warm introductions to portfolio companies.

• Develop familiarity with the portfolio companies of our priority VC partners and maintain a clear view of which companies represent the strongest product-market fit for Airwallex.

• Follow through on VC-referred leads with speed and quality ensuring that the experience reflects well on both Airwallex and the referring partner.

• Contribute insights back to the Venture Partnerships team on whats resonating with portfolio companies what objections arise and where we can sharpen our value proposition to VCs.

Community Events & Ecosystem Engagement

• Actively participate in startup community events founder networking sessions VC-hosted gatherings and ecosystem activations.

• Represent Airwallex at external events with credibility and enthusiasm engaging founders in genuine conversation and building relationships that extend beyond a single transaction.

• Attend and engage with industry meetups accelerator demo days and partner events.

• Contribute to the teams community presence through activities such as social media engagement content sharing and being a visible and helpful presence in the startup ecosystem.

Who You Are

Minimum Qualifications

• >3 years of sales experience in a B2B SaaS fintech or payments environment with a track record of meeting or exceeding targets.

• Demonstrated ability to run a full sales cycle independently from self-sourced prospecting through to negotiation and close.

• Strong consultative selling instincts you lead with curiosity ask sharp discovery questions and build value through understanding rather than pitching features.

• Genuine affinity and experience in the startup ecosystem you follow the funding news know who the key VCs are in Singapore and the region attend founder events because you want to (not just because youre told to) and are naturally drawn to the energy and pace of early- and growth-stage companies.

• Comfort with cross-border financial operations concepts you dont need to be a treasury expert but you should be able to hold a credible conversation about FX multi-currency accounts global payouts and corporate card management with a startup CFO or finance manager.

• Excellent communication and relationship-building skills youre articulate professional and equally comfortable presenting to a room of founders as you are doing a 1:1 deep-dive with a finance lead over coffee.

• Proficiency with CRM systems (e.g. Salesforce) and structured pipeline management.

Preferred Qualifications

• Experience selling into venture-backed startups or working within the startup/VC ecosystem (e.g. at an accelerator VC firm or startup-focused vendor).

• Familiarity with the Singapore and Southeast Asia startup landscape key VCs accelerators co-working communities and the general rhythm of the ecosystem.

• Background in fintech payments or financial services with an understanding of products such as global accounts payment acceptance FX card issuing or spend management.

• 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 whether through event attendance LinkedIn activity community involvement or existing relationships with founders and investors.

• Entrepreneurial mindset prior founder experience or side-project background is a genuine plus as it deepens your empathy for the customers we serve.

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 @ 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.

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 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