Head of Enterprise

Responsibilities

• Develop and manage a top‑performing enterprise sales team and guide team members to succeed at both exceeding targets and collaborating effectively with their colleagues.
• Develop and implement go‑to‑market strategies tailored to specific target verticals and/or named companies, working with Strategy and other functions to architect and execute a well‑oiled machine to drive sales funnel conversion.
• Set team and individual KPIs, design corresponding compensation plans and hold team members accountable, while creating an environment that brings out the best in everyone.
• Identify emerging markets, segments and potential prospects, and refine account and territory plans to capture those opportunities.
• Implement tools and scalable processes to nurture the pipeline, track and report progress, and accurately forecast sales target volumes and revenues.
• Lead and support complex commercial cycles, negotiating agreements and commercial contracts in conjunction with Legal, Finance and Strategy through to execution.

Minimum qualifications

• 10+ years of sales experience in enterprise technology, preferably with several years in fintech or payments, including at least 5 years building and managing teams with a demonstrated track record of increasing success.
• Proven experience selling complex, API‑driven or infrastructure‑level solutions, with the ability to engage both technical and commercial stakeholders.
• Broad existing network of key decision makers for payments solutions at target prospects such as major eCommerce, online travel, digital content and similar network/platform businesses in Australia.
• Strong people leadership skills, with a history of attracting, developing and retaining top‑tier enterprise sales talent while fostering a collaborative, performance‑driven culture.
• Comfortable operating in a fast‑paced, globally dispersed environment and highly self‑motivated, with strong ownership and execution discipline.
• Willingness to travel domestically (and occasionally internationally) as required to achieve commercial and customer outcomes.

Preferred qualifications

• Hands‑on experience with the end‑to‑end value chain of payments and cross‑border flows, including acquiring, FX, multi‑currency accounts and/or issuing.
• Experience leading sales for large digital commerce, marketplace or platform businesses, including multi‑product or multi‑region deal structures.
• Familiarity with modern sales methodologies and tooling (for example MEDDIC/MEDDPICC, Salesforce, sales analytics) to drive pipeline quality and forecast accuracy.
• Prior experience working closely with Strategy, Product and Solutions/Engineering teams to shape go‑to‑market motions and influence product roadmap based on enterprise customer needs.

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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.