Account Executive, SME & Growth

ABOUT AIRWALLEX

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 2,700 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 https://www.airwallex.com/en-us/operating-principles to see it in full.

HOW YOU'LL MAKE IMPACT

You’ll bring on new customers across Germany, building a territory from the ground up through focused, AI-assisted outbound prospecting and close collaboration with SDR and Marketing teams.

You’ll own the full sales cycle, from pipeline creation and discovery through pitching, negotiation and close, helping ambitious businesses solve complex finance and payments challenges across accounts, FX, payments and cards.

You’ll build trusted relationships with founders, finance leaders and senior stakeholders, tailoring Airwallex’s value proposition to their needs while leading complex, multi-product commercial discussions.

You’ll maintain a disciplined operating cadence through accurate CRM management, forecasting, pipeline coverage and conversion, while using AI tools to accelerate research, personalisation and deal execution.

You’ll work from our Berlin office three days a week.

WHAT WE'RE LOOKING FOR

ESSENTIALS

• 3+ years of sales experience, preferably selling a technical product, with a track record of top performance and at least 2+ years in an outbound role before that.
• Experience launching a new territory or market and building pipeline from scratch.
• Ability to understand complex technical requirements and craft solutions across multiple products, including accounts, FX, payments and cards, to solve customer finance and payments problems.
• Experience developing and executing territory plans, with the judgment to design and iterate sales playbooks for Germany.
• Strong presentation and communication skills for in-person meetings with multiple stakeholders, including CXO-level buyers.
• Proven ability to lead complex negotiations involving bespoke commercial agreements and multi-product sales.
• Superior verbal and written communication skills in German and English.
• Strong interest in technology and a good understanding of the payments space.
• Ability to operate in a highly ambitious, fast-paced environment with an entrepreneurial, builder mindset and strong intrinsic motivation.

YOU'LL THRIVE HERE IF

• You have a track record of hitting your numbers, and you’re motivated by stretch goals.
• You own the outcome and you don't wait for permission to fix what's broken.
• You're comfortable with ambiguity. Give you a problem, not a prescription, and you'll run with it.
• You communicate clearly and directly across cultures, and you're thoughtful about how context shifts meaning across borders.
• You value in-person collaboration and are happy being in the office three days a week.

LEARN MORE ABOUT YOUR TEAM

SME & Growth at Airwallex is about more than closing deals. We help small and mid-market businesses solve real financial challenges across borders: getting paid globally, managing multi-currency accounts, paying suppliers, and running spend across markets from a single platform. You're not selling a feature. You're helping founders and finance leaders replace fragmented financial operations with one global system that actually scales.

It's a function for sellers who like to build, not follow a script: curious, resourceful, and comfortable figuring things out in markets that are still wide open. You get real autonomy to create value, build relationships, and move opportunities forward.

If you want to sell a serious product, solve real problems for ambitious businesses, and build your career fast, this is a place to do it.

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 http://airwallex.com email address. Please apply only through careers.airwallex.com http://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.

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Source: Statistisches Bundesamt (Destatis), table; dl-de/by-2-0; StarIn's calculation