Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own.
We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific.
We're co-headquartered in San Francisco and Singapore, with more than 2,300 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles to see it in full.
The Enterprise Business team at Airwallex is a high-performing, collaborative group focused on transforming how large global businesses operate. We deliver innovative payments and financial technology solutions that simplify complex operations and support growth for enterprise clients. Our team values strategic thinking, customer focus, commercial excellence, and a deep understanding of the challenges faced by multinational organizations.
What you’ll doThe Head of Strategic Accounts will be a founding sales role at Airwallex. As the first person in this role in the Americas, you will focus on selling our API-powered financial technology platform to Fortune 500 companies and organizations of comparable scale.
You will use your existing network, industry expertise, and enterprise sales experience to create immediate impact for the business. You will own high-value, complex sales cycles from account strategy and prospecting through negotiation, close, onboarding, and expansion. Success in this role will be measured by your ability to exceed volume and revenue targets, build a durable strategic-account pipeline, and establish best practices for the broader US sales organization. The role includes meaningful performance-based upside tied to achieving ambitious targets.
This role is based in San Francisco, CA.
Responsibilities:Acquire new strategic customers across North America, with a focus on Fortune 100 and Fortune 500 companies, through your existing network and industry relationships
Own and drive sophisticated, multi-stakeholder sales cycles from ideation and prospecting through negotiation, closing, onboarding, and expansion
Identify new companies, use cases, and opportunities through research and close partnership with our strategy and sales enablement teams
Develop trusted relationships with senior decision-makers across finance, payments, treasury, technology, procurement, and other relevant functions
Build and manage a strong, reliable pipeline aligned to revenue and volume targets
Work collaboratively with colleagues across sales, product, engineering, solutions consulting, strategy, finance, legal, and implementation
Negotiate partnership agreements and commercial contracts in partnership with legal, finance, and strategy through execution
Ensure an exceptional customer experience and effective onboarding process for new customers
Provide regular, accurate reporting on pipeline health, forecasts, KPIs, and performance against targets
Help define the account strategy, sales methodology, and best practices that will form the foundation of the US strategic accounts motion
We’re looking for people who meet the minimum qualifications for this role. Preferred qualifications are valuable, but not required.
Minimum qualifications:10+ years of experience selling complex technology solutions to enterprise accounts
An established network of senior decision-makers and influencers responsible for payments, financial operations, treasury, or related functions at Fortune 500 companies or organizations of comparable scale
Demonstrated experience selling API-driven or technically complex solutions with meaningful integration requirements
A track record of exceeding revenue and sales targets in sophisticated, consultative enterprise sales environments
Experience navigating long, complex sales cycles involving multiple stakeholders, business units, and geographies
Strong analytical skills, business acumen, and disciplined pipeline-management habits
Excellent communication, negotiation, presentation, and solution-selling skills
Experience identifying, influencing, and aligning key decision-makers and stakeholders
A collaborative and adaptable working style, with the ability to operate effectively across functions, cultures, and levels of seniority
Experience working at a fintech, payments, banking, or financial technology company
Experience selling infrastructure, APIs, embedded finance, or other technology products that require technical integration
A technical product mindset and a passion for solving complex customer problems through technology
Experience building a new sales motion, strategic accounts program, or market from the ground up
To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com email address. Please apply only through careers.airwallex.com or our official LinkedIn page.
Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary.
Equal opportunityAirwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.
Skills Required
- 10+ years of experience selling complex technology solutions to enterprise accounts
- Established network of senior decision-makers and influencers responsible for payments, financial operations, treasury, or related functions at Fortune 500 companies or comparable organizations
- Experience selling API-driven or technically complex solutions with meaningful integration requirements
- Track record of exceeding revenue and sales targets in sophisticated, consultative enterprise sales environments
- Experience navigating long, complex sales cycles involving multiple stakeholders, business units, and geographies
- Strong analytical skills, business acumen, and disciplined pipeline-management habits
- Excellent communication, negotiation, presentation, and solution-selling skills
- Experience identifying, influencing, and aligning key decision-makers and stakeholders
- Collaborative and adaptable working style across functions, cultures, and levels of seniority
- Experience working at a fintech, payments, banking, or financial technology company
- Experience selling infrastructure, APIs, embedded finance, or other technology products requiring technical integration
- Technical product mindset and passion for solving complex customer problems through technology
- Experience building a new sales motion, strategic accounts program, or market from the ground up
Airwallex Compensation & Benefits Highlights
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Healthcare Strength — Available descriptions highlight medical, dental, vision, life, disability, and mental‑health/EAP coverage for U.S. employees, with Modern Health/Rula noted in eligible markets. Feedback suggests this comprehensive core health coverage is a standout element of the package.
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Leave & Time Off Breadth — U.S. postings cite 20 vacation days plus 12 company holidays, alongside birthday leave and three volunteer days in some locations. These policies are portrayed as generous and complemented by flexible remote‑work options in approved locations.
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Equity Value & Accessibility — Eligible employees may receive RSUs or stock options in many markets, with U.S. materials noting RSUs via Carta and performance‑based bonuses. Feedback suggests this ownership component is a key part of total compensation.
Airwallex Insights
What We Do
Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 250,000+ businesses worldwide – including Brex, Navan, Qantas, SHEIN, McLaren and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale. Proudly founded in Melbourne, we have a team of over 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us.
Why Work With Us
Airwallex was founded by people told their idea was unreasonable, and we've hired that way ever since. We move fast, think globally, and give you ownership from day one. If you want to pioneer global finance at scale alongside the ambitious, let's talk.
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Airwallex Teams
Airwallex Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
At a global level, we have a strong in-office culture. We’ve invested in world-class office space in hub cities around the world. We see the benefits of in-person conversation, mentoring, and knowledge-transfer as vital to our long-term success.
