Who we are:Established in Melbourne in 2015, Airwallex is a global payments fintech transforming the way businesses move and manage money domestically and internationally.In today’s fast-changing digital era, our purpose is to empower businesses of all sizes to grow in their own markets and around the world, and by doing so, contribute to the global economy. With technology at our core, we built a proprietary global financial infrastructure platform to help businesses transact, collect and pay in any foreign currency across 130+ countries and 50+ currencies, without the constraints of the traditional global financial system.In just five years since we were founded, Airwallex has grown to become Australia’s fastest-growing fintech unicorn and a well-funded international technology leader backed by world-leading investors. Our leadership, innovation and scale have been recognised and awarded by leading independent authorities, such as listing in Forbes' Cloud 100 2020, and placing in the Top 50 of KPMG’s Global Fintech100 two years in a row. To support our ambitious growth plans, we’re looking to expand our global teams with smart, driven and passionate individuals who are excited about joining our rocketship and taking on the challenge of a lifetime.
You are an adept salesperson, capable of engaging in business-level and technical conversations at multiple levels of the organization, including the C-Suite as well as functional leaders. You are capable of initiating these conversations and leading the deal to conclusion with large companies. You have an in-depth understanding of the buyer journey and can lead a complex, multi-party sale in a highly consultative manner, deeply understanding their strategy and how Airwallex can be a critical component of that. You are used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. Finally, you enjoy building you like to actively participate in the development of our sales process, the articulation of our value proposition, and the creation of key tools and assets.What you'll be doing
- Target mid-market, enterprise and strategic business opportunities for Airwallex across high growth technology segments, identifying pain points and providing solutions
- Develop impactful, strategic sales plans for your target accounts and identify required resources
- Drive internal relationships with pre-sales resources and/or partner managers to develop the right solution for the users
- Manage a full and complex sales cycle from lead development through to close and launch
- Develop relationships with executive stakeholders both new and existing clients
- Work with company leaders from multiple functions (e.g., Engineering, Product, Legal and Finance) to lead complex product workshops and financial analyses
- Lead and contribute to team projects to develop and refine our sales process
- Engage with Product and Engineering teams to help drive product strategy
- Utilise Salesforce for end to end pipeline management by building strong working relationships with the various sales teams and field marketing teams
What you'll need
- 5+ years of enterprise sales experience, preferably selling a technical or API product, with a track record of multi year top performance
- Ability to understand technical requirements and craft solutions across multiple products
- Ability to develop and execute account plans spanning multiple business units across complex organizations
- Strong presentation skills, particularly for in-person meetings with multiple stakeholders
- Proven ability to lead complex negotiations involving bespoke commercial agreements
- Superior verbal and written communication skills
- Ability to operate in a highly ambiguous and fast-paced environment
- Strong interest in technology and a deep understanding of the space