Account Executive, Startups

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

Youll be part of a team that is passionate about helping ambitious businesses scale globally. Were collaborative innovative and deeply embedded in the UK startup ecosystem. Our team values learning growth and making a real impact - both for our customers and for each other. This is a place where youll be empowered to take ownership build relationships and help shape the future of fintech in the UK.

What youll do

As an Account Executive Startups youll play a pivotal role in making Airwallex the finance stack of choice for the next generation of UK startups. Youll work closely with our VC and Community partnerships team to engage Seed-Series A startups proactively source and outbound high-potential businesses and ensure a seamless onboarding experience. Youll educate founders on our full product suite enabling them to build their billing engine from scratch on the Airwallex platform. Youll also embed Airwallex in the startup community by attending events hosting roundtables and building our brand across the ecosystem.

Responsibilities

• Own the full sales cycle for early-stage startups from prospecting and qualification to close and onboarding

• Work closely with the VC Partnerships team to access and engage the next wave of high-growth startups mapping out the startup ecosysetem strategically including accelerators incubators founder communities angel investment communities PortCos of key venture funds

• Proactively source and outbound to Seed/Series A businesses to supplement top-down partnership efforts identifying key PortCos from our partner funds that we could work with and support

• Ensure a seamless founder-friendly onboarding experience guiding startups through KYC product setup and first transactions

• Educate customers on the benefits of Airwallexs full product suite helping them build scalable finance operations from day one. Offer monthly office hours for Airwallex for startup companies to book time in to learn more about the product. Identify where we are winning and areas of development. Be data led by collating feedback on which of our competitors are winning within the startup ecosystem and why

• Actively embed Airwallex in the UK startup community: attend and speak at events build relationships with founders and ecosystem partners as well as contributing to startup content e.g. newsletter new product releases key Airwallex startup news VC spotlights

• Be a visible advocate for Airwallex sharing insights and success stories to build our brand and credibility in the startup ecosystem

• Collaborate cross-functionally with product marketing and customer success to ensure startups get maximum value from Airwallex

Minimum Qualifications

• 2 years of sales experience in a B2B SaaS Fintech or payments environment in a sales development account executive or account management role

• Track record of meeting or exceeding targets

• Demonstrated ability across the sales cycle - from self-sourced prospecting to close and onboarding

• Genuine affinity and/or experience in the startup ecosystem. Familiarity with the UK startup landscape - key VCs accelerators incubators investor/angel communities

• 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

• Capable of leading fast frictionless deals via credible strategic visionary conversations with senior founders

• Confident working in an event-driven activation model - attending and speaking at various events conferences dinners

• Proficient in CRM and outreach tooling and structured pipeline management

Preferred Qualifications

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

• Hands-on exposure to AI tools and agentic workflows (e.g. Claude Cursor or similar) or a track record of being an early adopter who can make new technology tangible for non-technical audiences.

• 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.

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