Airwallex - Account Executive, Startups (AI Solutions)
Requirements
• 5 years of sales experience in a B2B SaaS, fintech, or payments environment, with a track record of meeting or exceeding targets. • Experience selling into venture-backed startups or working within the startup/VC ecosystem. • Familiarity with the Asia startup landscape — key VCs, accelerators, co-working communities, and the general rhythm of the ecosystem. • Demonstrated ability to run a full sales cycle independently — from self-sourced prospecting through to negotiation and close. • Strong consultative selling instincts — you lead with curiosity, ask sharp discovery questions, and build value through understanding rather than pitching features. • Strong acumen with current AI tools, deploying and managing agents, and AI-native solution design. You're the kind of person who experiments with AI tools, follows where the space is going, and gets energised (not intimidated) by an early-stage, fast-changing product. • Genuine affinity and experience in the startup ecosystem. • Comfort with cross-border financial operations concepts. • Excellent communication and relationship-building skills — you're articulate, professional, and equally comfortable presenting to a room of founders as you are doing a 1:1 deep-dive with a finance lead over coffee. • Proficiency with CRM systems (e.g. Salesforce) and structured pipeline management. • Background in fintech, payments, or financial services with an understanding of products such as global accounts, payment acceptance, FX, card issuing, or spend management. • Hands-on exposure to AI tools and agentic workflows (e.g. Claude, Cursor, or similar), or a track record of being an early adopter who can make new technology tangible for non-technical audiences. • Experience managing a backbook or portfolio of accounts alongside new business responsibilities, with demonstrated ability to retain and grow existing customers. • A visible personal presence in the startup community — whether through event attendance, LinkedIn activity, community involvement, or existing relationships with founders and investors. • Entrepreneurial mindset — prior founder experience or side-project background is a genuine plus, as it deepens your empathy for the customers we serve. • 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 email address. Please apply only through 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 • Equal opportunity
Responsibilities
• As an Account Executive on the Startups team, you will own the full sales cycle — from sourcing and prospecting through to close, onboarding, and ongoing account growth. You will work closely with venture capital partners, ecosystem organisations, and founders directly to build pipeline, convert high-value startup customers, and grow their usage of the Airwallex platform — including our AI finance and AgentOS capabilities — over time. • This is a role for someone passionate about the startup world, energised by founder conversations, excited by AI, and looking to be known in the ecosystem as a trusted partner who helps startups get their financial plumbing right and points them toward what's next. • Full-Cycle Sales & Consultative Selling • Own the end-to-end sales process for startup prospects — from initial outreach and discovery through to commercial negotiation, onboarding, and go-live. • Lead consultative, needs-based conversations with founders, finance managers, and CFOs to uncover cross-border pain points and map Airwallex solutions to their specific stage, vertical, and expansion plans. • Develop a strong command of our product and common startup financial operations challenges — including multi-currency treasury, FX cost management, corporate card and spend management, entity setup across jurisdictions, and global payouts — and position Airwallex as the platform that consolidates and simplifies these workflows. • Build and present tailored business cases that go beyond feature comparison, helping prospects understand the downstream implications of their current setup and the strategic value of upgrading their financial infrastructure early. • AI Finance & AgentOS Solutioning • Develop deep, credible fluency in Airwallex's AI finance offering and keep pace as the product rapidly evolves. • Identify which prospects and existing customers are the best fit for agentic finance workflows, and design concrete, company-specific use cases that map AgentOS skills to real pains. • Run discovery and demos that bring the workflow shift to life, while framing trust and safety honestly for non-technical founders (the agent prepares and drafts; humans approve anything that moves money). • Help seed and document our first AgentOS customer stories in Singapore, and feed learnings back to product and the broader Startups team to sharpen the motion. • Backbook Ownership & Account Growth • Retain and grow a named portfolio of existing startup customers, ensuring they remain active, satisfied, and expanding their usage of the platform. • Monitor customer activity levels, flag churn risks early, and proactively identify upsell and cross-sell opportunities — particularly around product adoption (e.g. spend management, billing/PA, yield, and AI finance workflows). • Serve as the primary relationship holder for your portfolio, maintaining regular touchpoints with founders and finance teams and acting as their internal advocate. • Identify and action graduation opportunities — surfacing high-growth accounts to enterprise or theme teams when deal complexity or GP potential warrants a co-sell or handover. • VC Partnerships & Warm Introductions • Work closely with our Venture Partnerships function to convert VC relationships into qualified, warm introductions to portfolio companies. • Develop familiarity with the portfolio companies of our priority VC partners and maintain a clear view of which companies represent the strongest product-market fit for Airwallex. • Contribute insights back to the Venture Partnerships team on what's resonating with portfolio companies, what objections arise, and where we can sharpen our value proposition to VCs. • Actively participate in startup community events, founder networking sessions, VC-hosted gatherings, and ecosystem activations. • Represent Airwallex at external events with credibility and enthusiasm, engaging founders in genuine conversation and building relationships that extend beyond a single transaction. • Attend and engage with industry meetups, accelerator demo days, and partner events. • Contribute to the team's community presence through activities such as social media engagement, content sharing, and being a visible and helpful presence in the startup ecosystem. • A visible personal presence in the startup community — whether through event attendance, LinkedIn activity, community involvement, or existing relationships with founders and investors. • Entrepreneurial mindset — prior founder experience or side-project background is a genuine plus, as it deepens your empathy for the customers we serve. • 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 email address. Please apply only through 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
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