Account Executive, Startups

About the role

The Startups team at Airwallex is a dynamic group of innovators and strategists dedicated to fueling the success of the world's most ambitious startups. We partner with high-growth companies to provide seamless access to Airwallex's global financial infrastructure, empowering them to scale without borders. With a deep understanding of emerging verticals and evolving business needs, we take a hands-on approach to deploying tailored solutions that drive operational efficiency and unlock new opportunities. Our team thrives on experimentation, continuously refining distribution strategies and expanding the reach of Airwallex's technology to support the next generation of category-defining companies. United by a passion for impact, we are committed to shaping the future of global commerce for startups.

Responsibilities

• This role is based in New York or San Francisco.
• Identify new verticals to penetrate with our embedded finance offering
• Identify new use cases within existing verticals
• Outbound to select potential customers within those verticals / use cases via the greater startup ecosystem
• Work with potential customers from a strategic lens to articulate how they can leverage embedded finance infrastructure to augment the value they drive to their customers
• Onboard these potential customers
• Guide them through the initial stages of scaling on the Airwallex infrastructure
• In select cases, work with our product and engineering teams to ship strategic product releases

Requirements

• We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory.
• Bachelor's degree or equivalent professional experience.
• Proven track record of consistent pipeline generation and outbound efforts.
• Proficiency with CRM systems (e.g., Salesforce) and sales enablement tools.
• Excellent analytical, written, and verbal communication skills.
• Demonstrated experience working within or closely alongside venture capital, startup accelerators, or innovation-driven ecosystems. Familiarity with venture-backed company lifecycles, investment processes, and the broader startup landscape.
• Proven ability to develop and execute strategies that drive rapid adoption and competitive advantage in new or existing markets. Skilled in identifying growth opportunities, analyzing competitive landscapes, and optimizing go-to-market approaches for maximum impact.
• Proven experience selling embedded finance solutions (payments, card issuing, banking-as-a-service) to Vertical SaaS platforms, with a deep understanding of how software companies can monetize financial infrastructure.
• Strong technical sales background, with the ability to articulate complex financial and API-driven solutions to product and engineering teams at SaaS companies.
• Experience navigating

Additional Information

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 2,200 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.

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