Account Executive, Startups

What you’ll do

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.

This role is based in New York or San Francisco.

Responsibilities

• Identify new verticals to penetrate with our embedded finance offering
• Identify new use cases within existing verticals
• 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
• Onboard these potential 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

Who you are

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

Minimum qualifications

• Bachelor’s degree or equivalent professional experience.
• 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.

Preferred qualifications

• 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.

Applicant Safety Policy: Fraud and Third-Party RecruitersTo protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com email address. Please apply only through careers.airwallex.com or our official LinkedIn page.

Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary.

Equal opportunityAirwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.