Account Executive, SME & Mid Market (Billing)
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 250,000 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 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 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.
What you'll do
As an Account Executive, SME & Mid Market (Billing), you will drive new Billing revenue across a defined territory of high‑potential SME and mid‑market customers in Australia. You will own the full sales cycle from prospecting through to close, with a specific focus on Airwallex Billing use cases such as invoicing, subscription management and usage‑based billing, and how these connect into our wider financial stack across payments, FX and accounts.
This role is based in Sydney.
Responsibilities:
Own the full sales cycle for Airwallex Billing opportunities across your SME & Mid Market territory, from prospecting and qualification through to solution design, negotiation, close and handover to post‑sales teams.
Be accountable for increasing Billing revenue and new client acquisition in your territory, consistently hitting or exceeding net‑new targets.
Develop and execute a clear territory plan: identify priority segments and accounts, build targeted outbound campaigns, and maintain a strong top‑of‑funnel pipeline.
Represent Airwallex at client meetings, industry events and partner activities across Australia, including in‑person sessions with finance and executive stakeholders; some interstate travel will be required.
Maintain meticulous CRM hygiene and forecasting, ensuring pipeline, activities and deal stages are kept up to date to give the business accurate visibility of coverage, risks and opportunities.
Run structured discovery to understand customer billing and revenue workflows, then collaborate with internal experts where needed to craft solutions that combine Billing with other Airwallex products (e.g. Payments, Global Accounts, FX, Spend).
Lead high‑quality presentations and demos tailored to multiple stakeholders, including CXO‑level decision‑makers, clearly articulating the commercial value of Airwallex Billing.
Partner closely with Marketing, SDR, Partnerships and Customer Success to run campaigns and plays that drive Billing adoption and expansion within existing Airwallex customers.
Who you are
We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory.
Minimum qualifications:
5+ years of experience in outbound B2B business development, consistently generating your own pipeline rather than relying solely on inbound leads.
1+ year in a closing role selling a Billing / Revenue product (for example subscription management, invoicing, usage‑based billing, or a similar SaaS billing tool) or very similar software, with clear ownership of end‑to‑end sales cycles.
Proven track record of top performance against sales targets in a high‑growth SaaS, fintech or payments environment.
Ability to understand complex technical and commercial requirements across billing, payments and multi‑product solutions, and translate them into clear proposals for customers.
Demonstrated experience developing and executing territory plans, including account prioritisation and structured outbound campaigns.
Strong presentation and communication skills, particularly in‑person meetings with multiple senior stakeholders (including CXO‑level).
Meticulous approach to CRM usage and forecasting, with a habit of keeping opportunities, activities and forecasts accurate and up to date.
Superior verbal and written communication skills in English.
Preferred qualifications:
Experience selling into finance, revenue operations or product teams at SaaS, fintech or other subscription‑driven businesses.
Hands‑on familiarity with leading billing or revenue tools (for example Stripe Billing, Chargebee, Zuora, Recurly) or equivalent platforms.
Exposure to global payments, FX, or multi‑currency financial products, and how these intersect with billing and revenue workflows.
Comfort engaging in conversations about APIs, integrations and data flows with technical stakeholders, even if you are not an engineer.
Ability to thrive in a fast‑paced, high‑growth environment, with a high sense of ownership, resilience and a bias to action.
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
Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.