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Senior Account Executive, Enterprise, Spend

Airwallex· Enterprise Business
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DE - MunichFull-timePosted 2mo ago

About the role

Senior Enterprise Account Executive responsible for end-to-end sales of Airwallex spend management and expense solutions to large enterprises, owning the full sales cycle, building pipeline, and shaping GTM strategy in a greenfield Enterprise Spend 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 spend management capabilities to specific customer outcomes
  • Represent Airwallex at industry events, conferences, and customer roundtables to build brand presence in the enterprise spend market
  • Partner with Solutions Engineering and Product to run proof-of-concepts and tailored demos that showcase platform value
  • Work closely with the Enterprise Spend 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 spend management, T&E, invoice automation, and corporate cards 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 Spend GTM playbook — messaging, objection handling, competitive battlecards

Qualifications

  • 10+ years of professional experience, including 3+ years in B2B enterprise software or SaaS sales (hunting/new business)
  • Proven track record of exceeding quota on complex, multi-stakeholder enterprise deals ($250K+ ARR) with long sales cycles
  • End-to-end deal management expertise, from pipeline generation to structuring bespoke agreements and negotiating legal/procurement terms
  • Bilingual proficiency: Native German speaker and fluent in English
  • Goal-oriented, adaptable mindset with strong execution skills and the ability to navigate ambiguous environments

Skills

Required:Enterprise SaaS salesC-suite stakeholder engagement
Last updated Oct 7, 2026. Interested? Apply on the company site.
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About Airwallex

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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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