Software Sales Lead, Enterprise

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 200,000 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 2,000 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 you're 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 you're 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.
You're humble and collaborative; turn zero-to-one ideas into real products, and you "get stuff done" end-to-end. You use AI to work smarter and solve problems faster. Here, you'll tackle complex, high-visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let's build what's next.
About the Team
Join a high-performing, outcomes-driven commercial team focused on delivering best-in-class financial and software solutions to Australia & New Zealand's largest enterprises. Our team thrives in a fast-paced environment, is deeply customer-centric, and collaborates across Sales, Product, and Marketing to deliver innovative solutions and drive market adoption. As part of Airwallex's flagship market, you'll help shape our go-to-market strategy, drive rapid growth, and contribute meaningfully to our mission: reimagining business finance in ANZ and beyond.
What you'll do
This role puts you at the center of Airwallex's growth in the ANZ enterprise software segment. You'll be taking ownership of the full enterprise sales cycle-prospecting, pitching, solutioning, negotiating, and closing deals with ANZ's largest corporations for our financial software products. You'll work directly with C-suite financial decision makers, especially CFOs, leveraging your established network to drive new business and nurture longstanding partnerships. Your core mission is to represent Airwallex's world-class software stack-driving adoption and shaping solutions for complex, multi-entity organisations.
Responsibilities

• Sell Airwallex's industry-leading financial software stack to the largest ANZ enterprise clients.
• Proactively build relationships and engage with CFOs and key financial decision makers to drive sales opportunities and close strategic deals.
• Work closely with product teams to provide feedback, inform the enterprise software product roadmap, and continuously improve product market fit for major clients.
• Collaborate with cross-functional teams, including Marketing, Product, and Revenue Operations, to increase brand awareness and accelerate enterprise software adoption across key verticals.
• Develop and execute strategic account plans that span multiple business units, ensuring consistent pipeline progression and quota attainment.
• Represent Airwallex at flagship industry events, conferences, and targeted prospect gatherings, amplifying our brand as an enterprise software provider
• Provide structured market feedback to product and engineering teams, helping us anticipate the evolving software needs of ANZ enterprise clients.

Who you are
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 qualifications

• 8-10 years of direct enterprise sales experience, with a focus on selling finance software or ERP solutions to top-tier ANZ corporations.
• You have a strong network of CFOs or financial decision makers at leading enterprises in ANZ and a proven track record of engaging at the executive level.
• Demonstrated success in consistently meeting or exceeding quota in complex, multi-stakeholder environments.
• Deep understanding of modern SaaS solutions-including cash clearing, FX, liquidity management, and ERP integration-and can articulate product value to varied enterprise verticals.
• Highly effective communicator and presenter, able to build trust and credibility with stakeholders at all levels.
• Consultative selling skills, strong negotiation experience, and well-developed pipeline management skills.

Preferred qualifications

• Experience in high-growth fintech or SaaS environments, with proven ability to thrive in rapidly evolving markets.
• Background collaborating with cross-functional, global product and sales teams to deliver enterprise-grade software solutions.
• Strategic thinker with the ability to operate in fast-paced, ambitious, and high-performance cultures.

This role is based in Sydney.
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 @airwallex.com email address. Please apply only through careers.airwallex.com 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 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.