Director, Enterprise, Payments (Fintech)

Location: Munich or Berlin, Germany

Company

Airwallex provides financial infrastructure and payment solutions for global commerce, including payment acceptance capabilities for enterprise customers.

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 pipeline through outbound prospecting, partner referrals, field events, and industry networks.
• Lead discovery, value proposition design, stakeholder mapping, commercial negotiation, and closing across complex buying committees.
• Engage CFOs, CPOs, Heads of Finance, IT, Procurement, and other senior stakeholders through executive presentations and business cases.
• Partner with Solutions Engineering, Product, Marketing, and Implementation on demos, proof-of-concepts, demand generation, roadmap feedback, and customer handover.
• Maintain Salesforce pipeline data and contribute to the Enterprise Payments GTM playbook, competitive positioning, and battlecards.

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 worth $250K+ ARR with long sales cycles.
• Experience managing full commercial cycles, including prospecting, multi-stakeholder discovery, value selling, and legal or procurement negotiations.
• Fluent English and native-level German are required.
• Results-driven, adaptable approach with the ability to operate in high-growth, fast-paced, and ambiguous environments.
• Strong communication skills in both English and German, with credibility in executive-level conversations.

Nice to have

• Expertise in payment acceptance, card acquiring, payment service providers, payment orchestration, fraud prevention, checkout optimisation, or adjacent enterprise SaaS.
• Understanding of accounting and complex financial flows.
• Experience presenting to executives and multi-threading across CFOs, Heads of Product, and Procurement.

Culture & Benefits

• Greenfield opportunity to help define the Enterprise Payments sales motion and GTM strategy.
• Work with a global financial infrastructure company operating across North America, Europe, the Middle East, and Asia-Pacific.
• Collaborate with Product, Solutions Engineering, Marketing, and Implementation teams.
• Represent the business at industry events, conferences, and customer roundtables.