Account Executive, Startups (AI Solutions)

Responsibilities

• Own the end-to-end sales cycle for startup prospects, from initial outreach and discovery through to commercial negotiation and onboarding.
• Lead consultative, needs-based conversations with founders and CFOs to map Airwallex solutions to their specific cross-border financial pain points.
• Develop deep fluency in Airwallex’s AI finance offering and AgentOS, designing company-specific use cases for agentic finance workflows.
• Retain and grow a named portfolio of existing startup customers, identifying upsell and cross-sell opportunities.
• Partner with the Venture Partnerships function to convert VC relationships into qualified, warm introductions to portfolio companies.
• Represent Airwallex at startup community events, accelerator demo days, and networking sessions to build ecosystem presence.

Requirements

• 5 years of sales experience in a B2B SaaS, fintech, or payments environment with a proven track record of meeting targets.
• Experience selling into venture-backed startups or working within the startup/VC ecosystem.
• Strong acumen with current AI tools, deploying agents, and AI-native solution design.
• Familiarity with the Asia startup landscape, including key VCs and accelerators.
• Demonstrated ability to run a full sales cycle independently and manage a structured pipeline via CRM (e.g., Salesforce).
• Excellent communication skills with the ability to present complex financial and AI concepts to both technical and non-technical founders.

Preferred Qualifications

• Background in fintech or financial services, specifically with products like FX, global accounts, or spend management.
• Hands-on exposure to AI tools and agentic workflows (e.g., Claude, Cursor).
• Experience managing a portfolio of accounts alongside new business development.
• An entrepreneurial mindset, such as prior founder experience or a background in side projects.

About the Company

Airwallex is a unified payments and financial platform for global businesses. Powered by proprietary infrastructure and software, we empower over 200,000 businesses worldwide—including Brex, Rippling, and Navan—to manage business accounts, payments, spend management, and treasury at a global scale. Valued at US$8 billion, we are building the future of global banking.