Account Executive, Japan

Airwallex (UK) Limited

Job Overview

Location

JP - Tokyo

Job Type

Full-time

Full Job Description

📋 Description

• Identify and pursue high-potential SME and growth-stage business prospects across Japan to expand Airwallex’s customer base and drive revenue growth in the region.
• Develop and execute scalable sales strategies focused on acquiring new customers, increasing market share, and penetrating targeted segments within the Japanese SME market.
• Own the end-to-end sales cycle—from lead generation and prospecting to negotiation, closing, and handoff to onboarding—ensuring a seamless customer experience.
• Engage with key decision-makers including Finance Managers, CFOs, and CEOs to understand their financial operations pain points and present tailored solutions for cross-border payments, global accounts, corporate cards, and spend management.
• Conduct commercial negotiations for complex, multi-product deals, leveraging product knowledge to align Airwallex’s platform with clients’ global financial needs.
• Build and maintain strong relationships with Japanese businesses by demonstrating deep understanding of local business culture, decision-making processes, and communication norms.
• Create persuasive, culturally appropriate sales materials in Japanese and deliver compelling presentations via phone, email, and in-person meetings with both local and global stakeholders.
• Collaborate cross-functionally with product, customer success, and operations teams to address customer pain points, improve onboarding experiences, and inform product development.
• Actively track and analyze market trends, competitor activity, and customer feedback to refine sales approaches and maximize acquisition efficiency.
• Operate autonomously in a fast-paced, ambiguous environment while maintaining close alignment with a collaborative regional team to achieve shared revenue targets.
• Demonstrate a strong interest in financial technology and the global payments ecosystem, applying curiosity and first-principles thinking to solve complex customer challenges.
• Go beyond standard sales tasks by proactively identifying new opportunities, refining messaging, and taking full ownership of results with a founder-like mindset.
• Leverage AI tools and data-driven insights to enhance productivity, prioritize leads, and accelerate deal progression without compromising relationship quality.
• Maintain strict adherence to Airwallex’s operating principles: moving fast with good judgment, being humble and collaborative, and delivering end-to-end impact.
• Ensure all client interactions reflect Airwallex’s commitment to ethical business practices, transparency, and customer-first values.

🎯 Requirements

• 3+ years of sales experience, preferably selling complex financial technology or B2B SaaS products
• Native-level fluency in Japanese and business-level English (spoken and written)
• Proven track record of closing deals with Japanese SMEs, influencing C-suite and finance decision-makers
• Experience navigating complex, multi-product negotiations in a fast-paced tech environment
• Deep understanding of Japanese business culture and decision-making processes
• Strong ability to work independently and collaboratively in an ambiguous, high-growth setting

🏖️ Benefits

• Opportunity to work with a global fintech leader valued at $8 billion with presence in 26 offices
• Access to cutting-edge AI tools and technologies designed to enhance sales productivity
• Exposure to leading global clients including Brex, Rippling, Navan, Qantas, and SHEIN
• Rapid career growth within a high-performance, founder-minded culture

Skills & Technologies

Onsite

Degree Required

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Airwallex (UK) Limited

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About Airwallex (UK) Limited

Airwallex is a global financial technology company providing cross-border payment and banking infrastructure for businesses. It offers multi-currency accounts, foreign exchange, card issuing, expense management, and embedded finance APIs. Founded in Melbourne in 2015, the company serves enterprises and SMEs across Asia-Pacific, Europe, and the Americas, operating under licenses in multiple jurisdictions and processing billions in annualized transaction volume.

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