Director of Software Sales

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 As a founding member of our go-to-market team, you’ll define and execute the sales strategy for Airwallex’s software suite, including Spend & Expense Management. You’ll identify priority enterprise verticals, build plans to acquire customers within them, and help shape the future of our product offering. - Own the full enterprise sales cycle, from prospecting and lead generation through contract negotiation and closing, while delivering against revenue targets and KPIs. - Establish the foundations for a scalable sales motion by refining the value proposition, creating sales tools, and shaping best practices for the US sales team. - Build trusted relationships with C-suite and senior decision-makers, leading business and technical conversations that connect customer needs to Airwallex’s solutions. - Partner with Product, Engineering, Marketing, and Legal to bring market insight into product strategy and roadmap decisions. You'll work from our San Francisco or NYC office. WHAT WE'RE LOOKING FOR Essentials - A proven track record selling complex technology or SaaS products to enterprise accounts, with 10+ years of enterprise sales experience. - A builder with founder-like energy who’s self-starting, comfortable with ambiguity, and motivated to create meaningful impact. - The strategic thinking to identify new opportunities and develop practical plans to pursue them. - Deep knowledge of fintech, payments, or spend management software, along with a broad network of relevant decision-makers. - A record of exceeding new-business revenue targets as a top-performing sales professional. Preferred - Superior communication, negotiation, and solution-selling skills, with the ability to present effectively to multiple stakeholders in person and remotely. - Intellectual honesty and curiosity, with a consistent focus on understanding the “why” and making data-driven decisions. YOU'LL THRIVE HERE IF - 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 have a track record of hitting your numbers, and you’re motivated by stretch goals. - You say what you mean. You're direct, but you lead with respect. - You come to the table with a point of view, not just a problem. 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.