Account Executive, Partnerships – SME & Growth

ABOUT AIRWALLEX Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 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 2,700 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 https://www.airwallex.com/en-us/operating-principles to see it in full. LEARN MORE ABOUT YOUR TEAM SME & Growth at Airwallex is about more than closing deals. We help small and mid-market businesses solve real financial challenges across borders: getting paid globally, managing multi-currency accounts, paying suppliers, and running spend across markets from a single platform. You're not selling a feature. You're helping founders and finance leaders replace fragmented financial operations with one global system that actually scales. It's a function for sellers who like to build, not follow a script: curious, resourceful, and comfortable figuring things out in markets that are still wide open. You get real autonomy to create value, build relationships, and move opportunities forward. If you want to sell a serious product, solve real problems for ambitious businesses, and build your career fast, this is a place to do it. HOW YOU'LL MAKE IMPACT You'll help turn partner-referred opportunities into successful customer relationships across the UK SME market. By combining consultative selling with strong partner collaboration, you'll help growing businesses solve their cross-border financial challenges with Airwallex. • Own the full sales cycle for partner-referred SME opportunities, from qualification and consultative discovery through commercial negotiation, closing and initial onboarding. • Convert high-intent referrals into active, growing Airwallex customers by understanding each business's cross-border financial setup, operational challenges and growth plans. • Build deep product expertise across multi-currency business accounts, global transfers, corporate cards, treasury management, spend management and payment processing. • Partner closely with GTM Partner Managers and referral partners to communicate Airwallex's value proposition, strengthen referral relationships and move opportunities forward. • Work cross-functionally with Legal, Risk, Compliance, Revenue Operations and Onboarding to execute commercial agreements and deliver a smooth customer experience. • Exceed revenue and account activation targets through effective, value-based selling, while sharing best practices that improve partner-sales conversion. You'll work from our London office three days a week. WHAT WE'RE LOOKING FOR Essentials • 3+ years of B2B sales experience in fintech, commercial banking or B2B SaaS. • Demonstrated experience selling financial solutions such as cross-border FX, treasury, business banking, payments or corporate cards to SME customers. • A track record of consistently meeting or exceeding OKRs or KPIs in a consultative selling environment. • Strong commercial and strategic instincts, with the ability to understand customer needs and recommend tailored solutions. • Proficiency with CRM platforms such as Salesforce and standard sales enablement technology. • Strong analytical, written and verbal communication skills. • A bachelor's degree or equivalent professional experience. Preferred • Experience working directly with referral partners, ecosystem partners or strategic alliances to drive sales pipeline. • A solid working understanding of API integrations. • Experience managing complex pipelines and multi-stakeholder deals in a fast-paced environment. • A strong track record of cross-functional alignment with Risk, Legal and Onboarding teams. YOU'LL THRIVE HERE IF • You have a track record of hitting your numbers, and you're motivated by stretch goals. • You're comfortable making decisions with incomplete information and moving quickly anyway. • You own the outcome and you don't wait for permission to fix what's broken. • You enjoy working closely with people across multiple countries and time zones as part of one connected, global team, including flexing your hours occasionally to make that connection work. • You value in-person collaboration and are happy being in the office three days a week. APPLICANT SAFETY POLICY: FRAUD AND THIRD-PARTY RECRUITERS To 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 http://airwallex.com email address. Please apply only through careers.airwallex.com http://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 OPPORTUNITY Airwallex 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.