Director, Enterprise, Payments (Fintech)

Location: Munich, Germany

Company

Airwallex provides integrated payments and financial infrastructure for global businesses, including business accounts, payment acceptance, spend management, treasury, and embedded finance.

What you will do

• Own end-to-end enterprise sales cycles from prospecting through contract signature, typically for deals worth $250K+ ARR.
• Build and manage qualified pipelines through outbound prospecting, partner referrals, events, and industry networks.
• Lead discovery, value proposition design, stakeholder mapping, commercial negotiations, executive presentations, and business cases.
• Partner with Solutions Engineering and Product on proof-of-concepts, tailored demos, and customer feedback for roadmap planning.
• Collaborate with Marketing and Implementation on demand generation, ABM campaigns, competitive positioning, and post-close handover.
• Develop the Enterprise Payments GTM playbook and maintain accurate forecasting and CRM activity in Salesforce.

Requirements

• 10+ years of total experience, including 3+ years in enterprise hunting or new-business sales at a payments or fintech company.
• Consistent success exceeding quota on complex enterprise deals of $250K+ ARR with long sales cycles.
• Experience managing full commercial cycles, including prospecting, multi-stakeholder discovery, value selling, negotiation, and procurement or legal terms.
• Fluent English and native-level German, with clear and credible communication in both languages.
• Results-driven, adaptable experience in high-growth and fast-paced environments.

Nice to have

• Expertise in payment acceptance, card acquiring, PSPs, payment orchestration, fraud prevention, checkout optimisation, or adjacent enterprise SaaS.
• Understanding of accounting and complex financial flows.
• Executive presentation skills and experience working across CFO, Product, and Procurement stakeholders.
• Experience creating structure in ambiguous, early-stage enterprise sales environments.

Culture & Benefits

• Work with a global team of more than 2,300 people across 27 offices.
• Operate with founder-like ownership, curiosity, speed, and rigorous decision-making.
• Work on high-visibility problems in global payments and financial infrastructure.