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 100,000 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 1,500 of the brightest and most innovative people in tech located across more than 20 offices across the globe. Valued at US$5.6 billion and backed by world-leading investors including Sequoia, Lone Pine, Greenoaks, DST Global, Salesforce Ventures and Mastercard, 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.

Reporting to the General Manager of Asia (Ex. China & Japan) the Director of Enterprise Sales is a mission-critical sales leadership role at Airwallex, tasked with building, leading and growing the platform sales team in North Asia, and will play a central role in expanding Airwallex’s commercial footprint to North Asia clients. This will include developing and growing a team and pipeline across Hong Kong, Korea, Taiwan, with further potential to expand into other markets.

You will use your deep network and expertise in prospecting and closing complex enterprise deals to not only drive revenue yourself, but also to recruit and develop a high-performance team to execute the region’s go-to-market initiatives. A successful candidate will be equally comfortable as a player and as a coach and will be enthusiastic about the opportunity to build their team and to design the commercial strategy for Airwallex’s Enterprise business in North Asia.  

Responsibilities

• Recruit and manage a top-performing sales team (SDRs, Enterprise Sales, Account Managers) and guide team members to succeed at both exceeding targets and collaborating with their colleagues;

• Develop and implement go-to-market strategies tailored to specific target verticals and/or companies;

• Work with Marketing, Strategy, and other functions to architect and execute a well-oiled machine to drive sales funnel conversion

• Set team and individual KPIs, design the corresponding compensation plans and hold your team members accountable, while creating an environment that brings out the best in everyone

• Identify emerging markets and potential prospects

• Implement tools and scalable processes to nurture the pipeline, track and report progress, and accurately forecast sales target volumes and revenues

• Negotiate partnership agreements and commercial contracts in conjunction with legal, finance and strategy through to execution

• Collaborating with product and engineering teams to provide market feedback and influence product roadmap

• Acting as a thought leader in the industry, representing Airwallex at conferences and events

• Building and maintaining strong relationships with key stakeholders in the North Asian market

Who you are

• You are a top performing sales executive with a proven track record of building and managing a successful sales team within FX or payment sales in target verticals including eCommerce, marketplaces, online travel agents, etc

• You are success-oriented and hold yourself and your team accountable for delivering key outcomes, including KPIs and revenue targets

• You are a strong leader and have an innate ability to inspire your team to achieve results

• You are technically minded and have prior experience working in API sales for a similar company

• You thrive in a fast-paced environment and have the ability to work autonomously while collaborating effectively with a global team

• You have a proven ability to navigate complex sales cycles with large enterprise clients

• You have strong negotiation and influencing skills

• (Preferred) You have experience building and managing remote teams across multiple countries

What you will bring

• 8+ years of sales experience in enterprise technology (preferably with several years in fintech), including 3+ years of building and managing teams with a demonstrated track record of increasing success

• Bachelor’s degree or equivalent

• Candidates with less working experience are also welcome to apply, and based on experience the role may be adjusted to Associate Director level

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.

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.