Account Executive, Enterprise Spend - Benelux & Nordics

About Airwallex Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 676,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own. We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific. We're co-headquartered in San Francisco and Singapore, with more than 2,300 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles to see it in full. About the Role We are building a new Enterprise Spend team - a dedicated motion focused on winning and expanding large enterprise customers around Airwallex’s spend management and expense solutions. This is a greenfield opportunity: you will be among the first Enterprise AEs in the Benelux & Nordics Enterprise team, helping define the sales playbook, shape GTM strategy, and close the deals that put Airwallex on the map in the enterprise spend category. As an Enterprise Account Executive, you will own the full sales cycle for complex, multi-stakeholder opportunities - targeting CFOs, Finance Directors, and Heads of Operations at companies with significant spend complexity. You bring a consultative, value-led approach and the gravitas to lead conversations at the C-suite. 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; you turn zero-to-one ideas into real outcomes and “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 financial infrastructure. What You’ll Be Doing New Business & Pipeline Generation Own end-to-end enterprise sales cycles from prospecting through to contract signature, with deal sizes typically $100K+ 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 Customer & Stakeholder Engagement 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 spend management capabilities to specific customer outcomes Represent Airwallex at industry events, conferences, and customer roundtables to build brand presence in the enterprise spend market Partner with Solutions Engineering and Product to run proof-of-concepts and tailored demos that showcase platform value Cross-functional Collaboration Work closely with the Enterprise Spend 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 hy