Head of Enterprise

Airwallex (UK) Limited

Job Overview

Location

AU - Sydney

Job Type

Full-time

Full Job Description

📋 Description

• Lead, build, and retain a high-performing enterprise sales team responsible for driving revenue growth across Australia, reporting directly to the Head of ANZ.
• Develop and execute tailored go-to-market strategies for specific verticals and named enterprise accounts, collaborating with Strategy, Product, and Solutions teams to align commercial initiatives with product capabilities.
• Set clear team and individual KPIs, design performance-based compensation plans, and hold team members accountable while fostering a collaborative, results-driven culture.
• Identify emerging markets, segments, and prospects within Australia’s digital commerce, marketplace, and platform businesses—including online retail, digital content, advertising, freelancer services, and education sectors.
• Refine account and territory plans to capture new opportunities and expand Airwallex’s commercial footprint in the Australian enterprise market.
• Implement scalable sales processes and tools to nurture pipeline, track progress, and ensure accurate forecasting of revenue and sales targets.
• Lead complex, end-to-end commercial cycles, negotiating multi-million-dollar contracts with enterprise clients in partnership with Legal, Finance, and Strategy teams.
• Engage both technical and commercial stakeholders to sell API-driven, infrastructure-level payments and financial solutions to network and platform businesses.
• Leverage deep industry network of key decision-makers at major eCommerce, online travel, and digital platform companies across Australia to accelerate deal velocity.
• Drive adoption of modern sales methodologies such as MEDDIC/MEDDPICC and ensure proficiency in CRM systems like Salesforce to improve pipeline quality and forecast accuracy.
• Work closely with Product and Engineering teams to translate enterprise customer feedback into product roadmap inputs and GTM motion enhancements.
• Travel domestically across Australia and occasionally internationally to support customer engagements, team development, and strategic initiatives.
• Act as both a player and a coach: personally close complex deals while simultaneously developing, mentoring, and scaling a world-class enterprise sales team.
• Operate in a fast-paced, globally dispersed environment with strong ownership, execution discipline, and a founder-like mindset focused on building from zero to one.
• Utilize AI and data-driven insights to optimize sales efficiency, reduce cycle times, and solve complex commercial problems faster.
• Uphold Airwallex’s operating principles by moving with speed and rigor, thinking from first principles, and delivering end-to-end outcomes with humility and collaboration.

🎯 Requirements

• 10+ years of enterprise sales experience in technology, with at least 5 years managing and building high-performing sales teams
• Proven track record of selling complex, API-driven or infrastructure-level solutions to B2B network/platform businesses (e.g., marketplaces, digital content, eCommerce)
• Extensive existing network of key decision-makers in Australian enterprise payments, fintech, and digital commerce sectors
• Demonstrated success in attracting, developing, and retaining top-tier enterprise sales talent in a fast-growing tech environment
• Strong leadership skills with experience in designing compensation plans, setting KPIs, and driving performance accountability
• Willingness to travel domestically and occasionally internationally to meet commercial objectives

🏖️ Benefits

• Opportunity to shape the commercial strategy of a US$8 billion global fintech leader with a mission to build the future of global banking
• Work alongside 2,200+ innovative professionals across 26 global offices in a high-growth, founder-driven culture
• Access to cutting-edge tools and AI-driven systems to enhance sales efficiency and decision-making
• Exposure to world-class investors including Visa, Mastercard, Sequoia, and Salesforce Ventures
• Collaborative, performance-driven environment with accelerated learning and true ownership over outcomes
• Equal opportunity employer with commitment to diversity, inclusion, and merit-based hiring

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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