Senior Account Executive, Enterprise, Spend

Airwallex
Munich
Workplace: OnsiteFull timeFunction: SalesExperience: 10+ yearsSkills: ["Value selling","Execution","Consultative selling","ROI positioning","Multi-stakeholder coordination","Adaptability","Communication"]

Own end-to-end enterprise sales cycles for Airwallex’s new Enterprise Spend team, targeting CFOs, finance leaders, and operations stakeholders for complex, multi-stakeholder opportunities. Build and manage a high-quality pipeline through prospecting and account planning, run structured consultative discovery and negotiation, and deliver executive presentations. Partner with Solutions Engineering and Product for tailored demos/POCs, maintain CRM hygiene in Salesforce, and contribute to GTM playbook development for enterprise spend management.

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Airwallex
Airwallex
3 days ago

Senior Account Executive, Enterprise, Spend

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Last checked: 15 hours agoStatus: Live

Job Summary

Own end-to-end enterprise sales cycles for Airwallex’s new Enterprise Spend team, targeting CFOs, finance leaders, and operations stakeholders for complex, multi-stakeholder opportunities. Build and manage a high-quality pipeline through prospecting and account planning, run structured consultative discovery and negotiation, and deliver executive presentations. Partner with Solutions Engineering and Product for tailored demos/POCs, maintain CRM hygiene in Salesforce, and contribute to GTM playbook development for enterprise spend management.
Location: Munich
Workplace: Onsite
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Own end-to-end enterprise sales cycles from prospecting to contract signature for complex opportunities, including managing deal structuring and negotiation.
  • •Build and manage a high-quality enterprise pipeline via outbound prospecting, partner referrals, field events, and industry networks.
  • •Run structured, consultative sales processes including discovery, stakeholder mapping, value proposition design, and commercial negotiation.
  • •Engage senior stakeholders (CFO, finance leaders, IT, procurement) with executive presentations and business cases tied to customer outcomes.
  • •Collaborate cross-functionally with Solutions Engineering and Product on tailored demos/POCs, coordinate handover with Implementation, and maintain rigorous CRM hygiene in Salesforce.

Key Requirements

  • •10+ years of professional experience, including 3+ years in B2B enterprise software or SaaS sales (hunting/new business).
  • •Proven track record exceeding quota on complex, multi-stakeholder enterprise deals ($250K+ ARR) with long sales cycles.
  • •End-to-end deal management expertise from pipeline generation through 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 in ambiguous environments.
Experience:10+ yearsB2B enterprise softwareSaaSFintechSpend managementTravel & expense (T&E)ERP
Skills:Value sellingExecutionConsultative sellingROI positioningMulti-stakeholder coordinationAdaptabilityCommunication
Languages:GermanEnglish
Tech Stack:SalesforceAI

Company Brief

Airwallex
Airwallex is a global payments and financial platform that provides business accounts, cross-border payments, treasury, corporate cards, and embedded finance APIs to help companies manage global financial operations and scale internationally.
Industry: Fintech Infrastructure
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series E+
Headquarters: Singapore, Singapore
Founded: 2015
Glassdoor
Glassdoor: 3.7
WebsiteLinkedInGlassdoor