Senior Account Executive, Enterprise, Spend (Fintech)

Location: Munich, Germany

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 the full enterprise sales cycle from prospecting and pipeline generation through contract signature, typically for deals worth $250K+ ARR.
• Build and manage enterprise pipelines through outbound prospecting, partner referrals, field events, and industry networks.
• Lead consultative sales processes including discovery, value proposition design, stakeholder mapping, commercial negotiation, and closing.
• Engage CFOs, Finance Directors, Heads of Operations, CPOs, IT, and Procurement stakeholders through executive presentations and business cases.
• Partner with Solutions Engineering, Product, Marketing, and Implementation on tailored demos, proof-of-concepts, demand generation, competitive positioning, and post-close handover.
• Contribute to the Enterprise Spend GTM playbook and maintain accurate forecasting, pipeline data, and activity records in Salesforce.

Requirements

• 10+ years of professional experience, including 3+ years in B2B enterprise software or SaaS sales focused on hunting and new business.
• Proven success exceeding quota on complex, multi-stakeholder enterprise deals worth $250K+ ARR with long sales cycles.
• End-to-end experience managing pipeline generation, bespoke agreements, and legal and procurement negotiations.
• Native German and fluent English proficiency required.
• Goal-oriented, adaptable, and able to execute effectively in ambiguous environments.

Nice to have

• Experience in fintech, spend management, travel and expense, ERP, accounting, or adjacent enterprise software.
• Strength in value selling, executive stakeholder multi-threading, ROI positioning, and complex account strategy.

Culture & Benefits

• Work alongside a global team of more than 2,300 people across 27 offices.
• Operate with founder-like ownership, strong execution, curiosity, and first-principles decision-making.
• Use AI to work more efficiently and solve complex problems.
• Contribute to a greenfield enterprise sales motion and help define the sales playbook and go-to-market strategy.