Account Executive, Enterprise (Payments)

Location: Hybrid role requiring 3 days a week in the London office

Company

Airwallex provides an integrated payments and financial platform for global businesses, including business accounts, payments, spend management, treasury, and embedded finance.

What you will do

• Own end-to-end enterprise sales cycles from prospecting and discovery through negotiation, contract signature, implementation, and go-live.
• Build and manage pipeline through outbound prospecting, partner referrals, events, industry networks, and targeted account research.
• Plan strategic accounts, conduct white-space analysis, map buying committees, and define mutual action plans.
• Lead consultative discovery, payment-flow analysis, value proposition design, executive presentations, proposals, and quantified business cases.
• Partner with Solutions Engineering and Payments Product on tailored demonstrations, technical workshops, proof-of-concepts, and complex integration requirements.
• Coordinate with Marketing, partnerships, Implementation, and Account Management while contributing to the Enterprise Payments sales playbook.

Requirements

• At least 5 years of enterprise sales experience with a record of closing high-value, long-cycle deals and consistently achieving quota.
• Direct experience selling payment acceptance, acquiring, payment gateways, merchant services, checkout, payment orchestration, or related payments infrastructure.
• Experience managing complex, multi-stakeholder enterprise sales cycles from discovery through negotiation and close.
• Strong discovery, consultative selling, commercial negotiation, presentation, and deal-orchestration skills.
• Experience selling technical or API-enabled products and translating complex payment flows into commercial outcomes for executive stakeholders.
• Availability to work from the London office three days per week is required.

Culture & Benefits

• High-ownership environment focused on strategic thinking, customer outcomes, and measurable impact.
• Collaboration with Payments Product, Solutions Engineering, Product, Risk, Legal, Operations, Marketing, Partnerships, Implementation, and Account Management.
• Opportunity to shape enterprise payments messaging, discovery frameworks, objection handling, competitive battlecards, and win-loss insights.
• Company-wide emphasis on curiosity, sound judgment, speed, rigor, and using AI to work more effectively.