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 is a dynamic group of innovators and strategists dedicated to fueling the success of the worlds most ambitious startups. We partner with high-growth companies to provide seamless access to Airwallexs global financial infrastructure empowering them to scale without borders. With a deep understanding of emerging verticals and evolving business needs we take a hands-on approach to deploying tailored solutions that drive operational efficiency and unlock new opportunities. Our team thrives on experimentation continuously refining distribution strategies and expanding the reach of Airwallexs technology to support the next generation of category-defining companies. United by a passion for impact we are committed to shaping the future of global commerce for startups.

What youll do

Airwallex is seeking an Account Executive to join ourStartups team playing a pivotal role in expanding our presence in the U.S. startup ecosystem. This role is an exciting opportunity to work with some of the most innovative fast-scaling companies helping them leverage Airwallexs global financial infrastructure to streamline operations and scale internationally.

This role is based in New York or San Francisco.

Responsibilities:

• Identify new verticals to penetrate with our embedded finance offering

• Identify new use cases within existing verticals

• Outbound to select potential customers within those verticals / use cases via the greater startup ecosystem

• Work with potential customers from a strategic lens to articulate how they can leverage embedded finance infrastructure to augment the value they drive to their customers

• Onboard these potential customers

• Guide them through the initial stages of scaling on the Airwallex infrastructure

• In select cases work with our product and engineering teams to ship strategic product releases

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:

• Bachelors degree or equivalent professional experience.

• Proven track record of consistent pipeline generation and outbound efforts.

• Proficiency with CRM systems (e.g. Salesforce) and sales enablement tools.

• Excellent analytical written and verbal communication skills.

Preferred qualifications:

• Demonstrated experience working within or closely alongside venture capital startup accelerators or innovation-driven ecosystems. Familiarity with venture-backed company lifecycles investment processes and the broader startup landscape.

• Proven ability to develop and execute strategies that drive rapid adoption and competitive advantage in new or existing markets. Skilled in identifying growth opportunities analyzing competitive landscapes and optimizing go-to-market approaches for maximum impact.

• Proven experience selling embedded finance solutions (payments card issuing banking-as-a-service) to Vertical SaaS platforms with a deep understanding of how software companies can monetize financial infrastructure.

• Strong technical sales background with the ability to articulate complex financial and API-driven solutions to product and engineering teams at SaaS companies.

• Experience navigating long consultative sales cycles working closely with C-level executives product managers and growth teams to drive adoption of embedded financial products.

• Deep knowledge of Vertical SaaS go-to-market strategies including how software platforms scale acquire customers and integrate financial services into their core offering.

• Strategic and entrepreneurial mindset with a track record of identifying new opportunities testing distribution models and influencing product roadmaps to drive adoption of embedded finance within SaaS ecosystems.

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