Head Of Enterprise (Fintech)

TL;DR

Head of Enterprise (Fintech): Building, managing, and retaining a world-class enterprise sales team to drive revenue growth across Australia with an accent on complex deal closing and go-to-market strategy execution. Focus on scaling commercial footprint, developing high-performance talent, and navigating sophisticated API-driven payment solutions for network and platform businesses.

Location: Must be based in Sydney or Melbourne, Australia

Company

Airwallex is a unified global payments and financial platform empowering businesses with integrated solutions for accounts, payments, and treasury management.

What you will do

• Build and lead a top-performing enterprise sales team to exceed revenue targets.
• Develop and implement go-to-market strategies for specific target verticals and named accounts.
• Set team KPIs, design compensation plans, and foster a high-performance, collaborative culture.
• Identify emerging market opportunities and refine territory plans to capture growth.
• Implement scalable sales processes, tools, and forecasting mechanisms.
• Lead complex commercial negotiations and contract execution in partnership with Legal and Finance.

Requirements

• 10+ years of enterprise technology sales experience, with at least 5 years in leadership roles.
• Proven track record in fintech or payments, specifically with API-driven or infrastructure-level solutions.
• Strong existing network of decision-makers within Australian eCommerce, travel, and digital platform businesses.
• Demonstrated ability to attract, develop, and retain top-tier enterprise sales talent.
• Experience operating in fast-paced, globally dispersed environments with high ownership.
• Willingness to travel domestically and occasionally internationally as required.

Nice to have

• Hands-on experience with the end-to-end value chain of payments, including FX and multi-currency accounts.
• Familiarity with modern sales methodologies like MEDDIC/MEDDPICC and Salesforce.
• Experience influencing product roadmaps based on enterprise customer needs.

Culture & Benefits

• Work with a globally distributed team of over 2,200 innovators.
• Opportunity to shape commercial strategy at a high-growth, US$8 billion valued company.
• Collaborative environment that values founder-like energy and first-principles thinking.
• Emphasis on accelerated learning and professional growth.
• Integration of AI tools to enhance productivity and problem-solving.