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Senior Account Executive (Director), Enterprise, Payments

Airwallex· Enterprise Business
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Hybrid (DE - Munich), Hybrid (DE - Berlin)Full-timePosted 2mo ago

About the role

Senior Enterprise Sales role focusing on payments acceptance solutions, building and leading new business in large enterprise accounts with $250K+ ARR deals, shaping GTM strategy, and defining the sales playbook as part of a greenfield Enterprise Payments team.

Responsibilities

  • Own end-to-end enterprise sales cycles from prospecting through to contract signature, with deal sizes typically $250K+ ARR
  • Build and manage a high-quality pipeline of enterprise prospects through outbound prospecting, partner referrals, field events, and industry networks
  • Conduct white space analysis and account planning to prioritise highest-potential opportunities within your territory
  • Run structured, consultative sales processes: discovery, value proposition design, stakeholder mapping, commercial negotiation, and close
  • Engage and build trust with multiple senior stakeholders – CFO, CPO, Head of Finance, IT and Procurement – across complex buying committees
  • Deliver compelling executive-level presentations and business cases that connect Airwallex’s payment acceptance capabilities to specific customer outcomes
  • Represent Airwallex at industry events, conferences, and customer roundtables to build brand presence in the enterprise payment acceptance market
  • Partner with Solutions Engineering and Product to run proof-of-concepts and tailored demos that showcase platform value
  • Work closely with the Enterprise Payments product team to relay customer insights and influence roadmap priorities
  • Collaborate with Marketing on territory demand generation, ABM campaigns, and competitive positioning
  • Coordinate with Implementation post-close to ensure a seamless handover and strong early adoption
  • Maintain rigorous CRM hygiene – accurate pipeline data, forecasting, and activity logging in Salesforce
  • Develop deep expertise in enterprise payment acceptance, card acquiring, payment service providers, payment orchestration, fraud prevention, and checkout optimisation to credibly position Airwallex against competition
  • Stay current on market trends, customer procurement patterns, and the competitive landscape to sharpen your sales approach
  • Contribute to the development of the Enterprise Payments GTM playbook — messaging, objection handling, competitive battlecards

Qualifications

  • 10+ years of total experience, including 3+ years in enterprise sales (hunting/new business) at a payments or fintech company
  • Proven track record of consistently exceeding quota on complex enterprise deals ($250K+ ARR) with long sales cycles
  • Demonstrated ability to manage full commercial cycles: prospecting, multi-stakeholder discovery, value selling, and negotiating legal/procurement terms
  • Fluent in English and native-level proficiency in German
  • Adaptable, results-driven mindset with a track record of thriving in high-growth, fast-paced environments
  • English and German communication: Communicate with clarity and credibility in both English (fluent) and German (native)

Skills

Required:Enterprise salesNegotiation

Benefits

  • Not specified in the description
Last updated Oct 7, 2026. Interested? Apply on the company site.
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About Airwallex

Trusted Global Payments & Financial Platform

Grow your business faster with Airwallex - global business accounts, high speed transfers, multi-currency cards, online payments, embedded finance, and more.

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