ABOUT AIRWALLEX
Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own.
We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific.
We're co-headquartered in San Francisco and Singapore, with more than 2,700 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles https://www.airwallex.com/en-us/operating-principles to see it in full.
HOW YOU'LL MAKE IMPACT
You’ll build and execute the Enterprise Banking sales motion across DACH, helping large enterprises manage complex financial operations through connected capabilities across corporate treasury, spend management, workforce financial controls and Agentic Banking.
•Own the full sales cycle for complex, multi-stakeholder opportunities, typically involving deal sizes of $250K+ ARR, from prospecting and discovery through commercial negotiation and contract signature.
•Engage senior finance and business leaders, including CFOs, treasurers, finance directors, heads of payments and operations, and connect Airwallex’s capabilities to their priorities and measurable business outcomes.
•Shape the sales playbook and go-to-market strategy by bringing customer insight, competitive intelligence and market feedback to the Enterprise Banking product, marketing and implementation teams.
•Build and manage a high-quality pipeline through outbound prospecting, partner referrals, field events, industry networks, account planning and whitespace analysis.
•Lead consultative, value-led sales processes across discovery, stakeholder mapping, value proposition design, executive presentations, business cases, procurement, legal negotiation and close.
•Partner with Solutions Engineering and Product on tailored demonstrations and proof-of-concepts, and coordinate with Implementation after close to support a seamless handover and strong early adoption.
You’ll work from our Munich or Berlin office three days per week.
WHAT WE'RE LOOKING FOR
Essentials
•10+ years of professional experience.
•At least 3 years of B2B enterprise software, fintech or financial-services sales experience in a new-business role, with a record of exceeding quota.
•Demonstrated success closing complex, multi-stakeholder enterprise deals, including deals of $250K+ ARR, through long sales cycles.
•Experience managing the full commercial process, including bespoke agreements, procurement and legal negotiations, and coordination across internal teams.
•Strong discovery and qualification skills, with the ability to uncover business pain, urgency, decision processes and fit.
•A consultative, value-led approach that connects product capabilities to measurable business outcomes and return on investment.
•Credibility with executive stakeholders and the ability to align diverse decision-makers across finance, treasury, payments, operations, IT and procurement.
•Strong account strategy and deal orchestration skills, including the ability to set a clear plan, control next steps and navigate complex enterprise sales cycles.
•The ability to generate relevant opportunities through targeted outreach, account research, partner referrals, events and industry networks.
•Fluent English and native-level German.
•Sharp commercial judgment, resilience, learning agility and coachability.
•Comfort creating structure in a newly formed team while the sales playbook is taking shape.
Preferred
•Experience in fintech, financial services, banking, corporate treasury, spend management, travel and expense, enterprise resource planning or adjacent enterprise software.
•Experience selling corporate treasury, payouts, spend management, workforce financial controls, Agentic Banking, travel and expense, invoice automation or corporate cards.
•Experience representing a company at industry events, conferences and customer roundtables.
•Experience building sales messaging, objection handling and competitive materials.
•Experience working closely with product and marketing teams to shape roadmap priorities, territory demand generation, account-based campaigns and competitive positioning.
•Experience selling into DACH enterprise markets.
Mindset
•Sharp thinking and judgment: Think critically, connect patterns and apply sound judgment to complex situations.
•Willingness to learn: Stay curious, seek feedback and continuously develop your craft.
•Winner mindset: Set a high bar, compete with determination and take ownership of outcomes.
•Go deep: Understand the details, ask thoughtful questions and get to the root of a problem.
•Getting things done: Move with urgency, follow through and turn plans into results.
•Comfort with ambiguity: Thrive in a newly formed team, adapt to changing conditions and create structure while the playbook is taking shape.
•Trusted cooperator: Build trust internally and externally, collaborate generously and bring positive, grounded and approachable energy.
•Resilience: Stay composed through setbacks, ambiguity and changing priorities while continuing to move forward.
YOU'LL THRIVE HERE IF
•You have a track record of hitting your numbers, and you’re motivated by stretch goals.
•You’re excited by a category that hasn’t been won yet, and want to be early enough to shape it.
•You’re comfortable with ambiguity. Give you a problem, not a prescription, and you’ll run with it.
•You’re comfortable making decisions with incomplete information and moving quickly anyway.
•You communicate clearly and directly across cultures, and you’re thoughtful about how context shifts meaning across borders.
LEARN MORE ABOUT YOUR TEAM
Enterprise Business is about more than closing deals. This team helps large, often multinational organizations solve complex financial challenges that go well beyond a single product decision — moving money globally, managing treasury operations, embedding financial services across borders, and replacing fragmented financial workflows with one global system built to scale. You’ll be helping customers understand what is possible when their financial operations work as one global system.
It's a team for strategic sellers with a builder mindset, who combine strategic thinking with deep product knowledge: comfortable with long deal cycles, multiple stakeholders, and the kind of autonomy that comes from being trusted to create value, shape the deal, and move complex opportunities forward rather than follow a rigid playbook. If you want to work on high-consequence deals that genuinely change how large businesses operate financially, this is the place to do it.
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 http://airwallex.com email address. Please apply only through careers.airwallex.com http://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.