Director, Enterprise, Payments

Airwallex (UK) Limited

Job Overview

Location

DE - Munich

Job Type

Full-time

Full Job Description

📋 Description

• Director, Enterprise, Payments will own end-to-end enterprise sales cycles from prospecting through to contract signature, with deal sizes typically $250K+ ARR.
• Build and manage a high-quality pipeline of enterprise prospects through outbound prospecting, partner referrals, field events, and industry networks.
• Conduct white space analysis and account planning to prioritise highest-potential opportunities within your territory.
• Run structured, consultative sales processes: discovery, value proposition design, stakeholder mapping, commercial negotiation, and close.
• Engage and build trust with multiple senior stakeholders – CFO, CPO, Head of Finance, IT and Procurement – across complex buying committees.
• Deliver compelling executive-level presentations and business cases that connect Airwallex’s payment acceptance capabilities to specific customer outcomes.
• Represent Airwallex at industry events, conferences, and customer roundtables to build brand presence in the enterprise payment acceptance market.
• Partner with Solutions Engineering and Product to run proof-of-concepts and tailored demos that showcase platform value.
• Work closely with the Enterprise Payments product team to relay customer insights and influence roadmap priorities.
• Collaborate with Marketing on territory demand generation, ABM campaigns, and competitive positioning.
• Coordinate with Implementation post-close to ensure a seamless handover and strong early adoption.
• Maintain rigorous CRM hygiene – accurate pipeline data, forecasting, and activity logging in Salesforce.
• Develop deep expertise in enterprise payment acceptance, card acquiring, payment service providers, payment orchestration, fraud prevention, and checkout optimisation to credibly position Airwallex against competition.
• Stay current on market trends, customer procurement patterns, and the competitive landscape to sharpen your sales approach.
• Contribute to the development of the Enterprise Payments GTM playbook — messaging, objection handling, competitive battlecards.

🎯 Requirements

• 10+ years of total experience, including 3+ years in enterprise sales (hunting/new business) at a payments or fintech company.
• Proven track record of consistently exceeding quota on complex enterprise deals ($250K+ ARR) with long sales cycles.
• Demonstrated ability to manage full commercial cycles: prospecting, multi-stakeholder discovery, value selling, and negotiating legal/procurement terms.
• Fluent in English and native-level proficiency in German.
• Adaptable, results-driven mindset with a track record of thriving in high-growth, fast-paced environments.
• English and German communication: Communicate with clarity and credibility in both English (fluent) and German (native).

🏖️ Benefits

• Competitive salary
• Comprehensive benefits package
• Opportunity to work with a leading fintech company
• Collaborative and dynamic work environment
• Professional development and growth opportunities

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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