Senior Account Executive (Director), Enterprise, Payments (Fintech)

Location: Munich or Berlin, Germany

Company

Airwallex is an AI-native financial operating system providing regulated global payments infrastructure and financial products for businesses.

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.
• Run consultative sales processes covering discovery, value proposition design, stakeholder mapping, negotiation, and closing.
• Engage CFOs, CPOs, Heads of Finance, IT, Procurement, and other stakeholders in complex buying committees.
• Partner with Solutions Engineering, Product, Marketing, and Implementation on demos, proof-of-concepts, demand generation, roadmap feedback, and post-sale handover.
• Develop market intelligence and contribute to the Enterprise Payments GTM playbook, including messaging, objection handling, and competitive battlecards.

Requirements

• 10+ years of total experience, including 3+ years in enterprise hunting or new-business sales at a payments or fintech company.
• Proven 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.
• Adaptable, results-driven approach with experience in high-growth, fast-paced environments.
• Strong communication skills in both English and German, with the ability to present credibly to executive stakeholders.

Nice to have

• Expertise in payment acceptance, card acquiring, payment service providers, payment orchestration, or adjacent enterprise SaaS.
• Understanding of accounting and complex financial flows.
• Executive presentation and multi-threading experience with CFOs, Heads of Product, and Procurement.
• Experience creating structure and navigating ambiguous, early-stage enterprise sales environments.

Culture & Benefits

• Work in a newly established Enterprise Payments team with the opportunity to shape its sales motion and strategy.
• Collaborate with teams across product, solutions engineering, marketing, and implementation.
• Join a global financial infrastructure company with more than 2,300 employees across 27 offices.
• Operate in a high-growth environment that values founder-level energy, curiosity, sound judgment, and first-principles decision-making.