Account Executive, Channel Partnerships, SME & Growth

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 150,000 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 1,700 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$6.2 billion and backed by world-leading investors including Visa, Airtree, Blackbird, Sequoia, DST Global, Greenoaks, Salesforce Ventures, Lone Pine, and Square Peg, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us.

The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers.

Airwallex is seeking an experienced Account Executive to join our SME & Growth Business team. This role offers a key opportunity to drive our US SME market expansion, specifically focusing on partner-referred businesses requiring online payment processing. The ideal candidate will bring a strong background in payment processing, ideally within the fintech or technology sector, and demonstrable experience working with online retailers, eCommerce, and SaaS businesses.

We are looking for individuals who are driven by customer success, have a solutions-oriented mindset, and possess an insatiable curiosity for innovation in financial technology. This position is critical in driving our growth and establishing Airwallex as a leader in finance solutions for eCommerce retailers, SaaS and technology companies. Your primary focus will be converting partnership-generated leads into new SME customers. This involves leveraging your skills in pitching and negotiating to close deals, as well as driving internal processes to ensure smooth payment processing implementation and their early success with Airwallex.

We operate in a hybrid work environment, requiring presence in the office at least three days per week. This role is based in San Francisco.

• Develop deep product expertise in Airwallex's platform and technical solutions to effectively serve businesses needing online payment processing

• Own the end-to-end sales cycle for partner-referred leads, from qualification and compelling presentations to successful closing and initial client onboarding

• Act as a liaison between Airwallex and our partners, clearly communicating the value proposition of our payment solutions and nurturing strong relationships to drive further referrals

• Lead technical discovery sessions with prospective clients to understand their current online payment processing setup, identify pain points, and recommend tailored Airwallex solutions

• Collaborate with legal, finance, and revenue strategy teams to negotiate and execute partnership agreements and commercial contracts

• Achieve and exceed revenue targets by effectively communicating the value proposition of Airwallex's online payment processing suite to drive adoption and close deals

• Actively contribute to the refinement of partner sales processes and the development of best practices to improve efficiency and overall sales effectiveness

• Set the standard for excellence within our SME sales function through exemplary performance and teamwork

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

• Minimum 3 years of B2B sales experience in fintech or payments, with proven success selling to eCommerce and SaaS businesses (online retailers, marketplaces, or related technology verticals) 

• In-depth knowledge of how online payment processing works for various business models, including integration methods and optimization strategies

• Track record of exceeding sales targets in a technical or solution-based selling environment

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

• Excellent analytical, written, and verbal communication skills

• Bachelor's degree or equivalent professional experience

• Experience using a consultative sales approach and working directly with channel partners to drive business outcomes

• Proven ability to manage multiple projects or accounts concurrently in a fast-paced or rapidly changing environment

• Demonstrated success collaborating with cross-functional teams and stakeholders from diverse backgrounds

• Track record of achieving or exceeding key performance indicators (KPIs), and contributing to new product launches or market expansion initiatives

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 don’t 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.

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.

Compensation Range: $200K - $290K