Account Executive, Startups

The Startups team at Airwallex is a dynamic group of innovators and strategists dedicated to fueling the success of the world's most ambitious startups. We partner with high-growth companies to provide seamless access to Airwallex's global financial infrastructure, empowering them to scale without borders. With a deep understanding of emerging verticals and evolving business needs, we take a hands-on approach to deploying tailored solutions that drive operational efficiency and unlock new opportunities.

Our team thrives on experimentation, continuously refining distribution strategies and expanding the reach of Airwallex's technology to support the next generation of category-defining companies. United by a passion for impact, we are committed to shaping the future of global commerce for startups.

Airwallex is seeking an Account Executive to join our Startups team, playing a pivotal role in expanding our presence in the U.S. startup ecosystem. This role is an exciting opportunity to work with some of the most innovative, fast-scaling companies, helping them leverage Airwallex's global financial infrastructure to streamline operations and scale internationally.

- Identify new verticals to penetrate with our embedded finance offering

- Outbound to select potential customers within those verticals / use cases via the greater startup ecosystem

- Work with potential customers from a strategic lens to articulate how they can leverage embedded finance infrastructure to augment the value they drive to their customers

- Guide them through the initial stages of scaling on the Airwallex infrastructure

- In select cases, work with our product and engineering teams to ship strategic product releases

We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory.

- Proven track record of consistent pipeline generation and outbound efforts.

- Proficiency with CRM systems (e.g., Salesforce) and sales enablement tools.

- Excellent analytical, written, and verbal communication skills.

- Demonstrated experience working within or closely alongside venture capital, startup accelerators, or innovation-driven ecosystems. Familiarity with venture-backed company lifecycles, investment processes, and the broader startup landscape.

- Proven ability to develop and execute strategies that drive rapid adoption and competitive advantage in new or existing markets. Skilled in identifying growth opportunities, analyzing competitive landscapes, and optimizing go-to-market approaches for maximum impact.

- Proven experience selling embedded finance solutions (payments, card issuing, banking-as-a-service) to Vertical SaaS platforms, with a deep understanding of how software companies can monetize financial infrastructure.

- Strong technical sales background, with the ability to articulate complex financial and API-driven solutions to product and engineering teams at SaaS companies.

- Experience navigating long, consultative sales cycles, working closely with C-level executives, product managers, and growth teams to drive adoption of embedded financial products.

- Deep knowledge of Vertical SaaS go-to-market strategies, including how software platforms scale, acquire customers, and integrate financial services into their core offering.

- Strategic and entrepreneurial mindset, with a track record of identifying new opportunities, testing distribution models, and influencing product roadmaps to drive adoption of embedded finance within SaaS ecosystems.