Senior Account Executive, Enterprise, EmFi

Kurz zusammengefasst

Airwallex is an AI‑native financial operating system that powers real‑time, intelligent commerce for more than 675,000 businesses worldwide, including brands such as McLaren Racing, Qantas, SHEIN and TikTok. The company provides a regulated backbone for global payments and embedded finance across North America, Europe, the Middle East and Asia‑Pacific, operating from co‑headquarters in San Francisco and Singapore with over 2,700 employees in 27 offices. The Senior Account Executive, Enterprise, EmFi will own the end‑to‑end sales process for Airwallex's embedded‑finance solutions within the DACH region. Day‑to‑day duties include generating and nurturing a high‑quality pipeline through outbound prospecting, partner referrals, field events and industry networks; leading structured, consultative sales cycles from discovery to contract signature; and delivering executive‑level presentations, business cases, proof‑of‑concepts and tailored demos to senior finance, operations, IT and procurement leaders. The role also requires close collaboration with Solutions Engineering, Product, Marketing and Implementation teams to shape opportunities, feed customer insights back into the business, support demand generation and ensure smooth post‑sale handovers. Accurate pipeline management, forecasting and activity logging in Salesforce are essential, as is contributing to the Enterprise go‑to‑market playbook with messaging, objection handling and competitive positioning. To succeed, candidates must bring at least ten years of experience in strategy consulting or the technology sector, with a proven track record of owning complex, enterprise‑level sales cycles and engaging senior stakeholders across multifaceted buying committees. Strong consultative selling, account planning, stakeholder mapping, executive presentation, negotiation and closing abilities are required. Fluency in English and native‑level German are mandatory, as is a willingness to travel two to three times per month within the DACH region. Experience using Salesforce or a comparable CRM is also essential. Preferred qualifications include prior experience selling embedded finance, payments, financial infrastructure or other complex technology solutions, especially to organisations with high transaction volumes or international growth ambitions. Candidates who have built enterprise pipelines through outbound prospecting, partner referrals, field events and industry networks, and who have contributed to go‑to‑market playbooks, crafting messaging, handling objections, positioning competitively and developing battlecards, will have an advantage. The role is based in Munich or Berlin, with a hybrid schedule of three days a week in the office, offering the chance to shape a fast‑growing segment of the fintech market alongside a newly formed, high‑energy team. What the role asks for: - 10+ years strategy consulting or technology sector experience - Proven ownership of complex enterprise sales cycles - Experience engaging senior stakeholders in buying committees - Fluent English - Native German - Willingness to travel 2–3 times per month in DACH - Experience with Salesforce or comparable CRM - Preferred: Experience selling embedded finance or fintech solutions - Preferred: Experience with high‑volume payment or international growth clients - Preferred: Experience building pipeline via outbound prospecting and partner referrals - Preferred: Experience contributing to GTM playbook and battlecards