Product Sales, Spend

About Airwallex
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 200,000 businesses worldwide - including Brex, Rippling, Navan, Qantas, SHEIN 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 2,000 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 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.
Attributes We Value
We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you're motivated by our mission and operating principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor.
You're humble and collaborative; turn zero-to-one ideas into real products, and you "get stuff done" end-to-end. You use AI to work smarter and solve problems faster. Here, you'll tackle complex, high-visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let's build what's next.
About The Role
Product Sales is a team of deep functional and technical specialists who both lead and advise on deals to drive adoption for our strategically critical Spend Management software products across new and existing Airwallex customers.
You will use your sales and product expertise to help drive adoption of our software products through both existing and new Airwallex customers. You will collaborate with the core sales and account management, marketing, product, and partner teams to develop deep product and industry knowledge. You will be instrumental in leading in depth product discussions with existing and prospective customers, while helping to continually test, build and execute against our go to market strategy.
You are an adept salesperson, capable of engaging in business-level and technical conversations at multiple levels of the organisation, including CEO, CFO, and CTO. You are used to building value in competitive situations and enjoy working on complex products that require deep product understanding, combined with technical knowledge. You are equally comfortable working with external clients as with internal stakeholders (including executives). You're excited to become an expert and to share your knowledge. You're an organised self-starter, an excellent communicator who is highly analytical and has a track record for improving the processes and organisations around you.
Who we are looking for

• You will be instrumental in leading in-depth product discussions with existing and prospective customers while helping to continually test, build, and execute against our go-to-market strategy
• You are an adept salesperson, capable of engaging in business-level and technical conversations at multiple levels of the organisation, including CEO, CFO, and CTO
• You are used to building value in competitive situations and enjoy working on complex products that require deep product understanding, combined with technical knowledge.
• You are equally comfortable working with external clients as with internal stakeholders (including executives)
• You're excited to become an expert and to share your knowledge
• You're an organised self-starter, an excellent communicator who is highly analytical, and has a track record for improving the processes and organisations around you

Responsibilities

• Drive adoption of our software products to both existing customers and new prospects in targeted segments
• Test market positioning & appropriate selling motion for all new software products at Airwallex
• Refine Go To Market playbook by working closely with Strategy, Revenue Operations and Product Marketing
• Provide feedback to Product to inform development roadmap and commercial priorities

What you bring

• 3-10+ years of account management or sales experience at a Technology company, driving adoption / sales for software products (we're open to different levels so please apply!)
• Proven experience and understanding of Expense/Spend Management products is advantageous
• Ability to drive the entire sales cycle in collaboration with existing AE/AM teams
• Evidence of working cross functionally across multiple stakeholders to drive product or solution adoption
• A proven ability to be a self-starter capable of driving business results without significant supervision
• Strong presentation skills, particularly for in-person meetings with multiple stakeholders
• Proven ability to lead complex negotiations involving bespoke commercial agreements
• Excited about working in a hands on scale up environment

Applicant Safety Policy: Fraud and Third-Party Recruiters
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 opportunity
Airwallex 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.