Director of Software Sales

Airwallex • San Francisco, CA

6d

About The Position

Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 200,000 businesses worldwide – including Brex, Rippling, Navan, Qantas, SHEIN and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale.
Proudly founded in Melbourne, we have a team of over 2,000 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us.
The Enterprise Business team at Airwallex is a high-performing and collaborative group of innovators, focused on transforming the way large global businesses operate. We're passionate about delivering cutting-edge payments and financial solutions that streamline operations and drive growth for our enterprise clients. As a team, we value strategic thinking, prioritizing our customers, and a deep understanding of the unique challenges faced by multinational organizations.
As a Director of Software Sales, you will be a founding member of our go-to-market team, responsible for defining and executing the sales strategy for Spend and Expense Management, one of our fastest-growing products. You will utilize your in-depth understanding of the spend management landscape to identify and penetrate new enterprise verticals, driving significant revenue growth and helping shape the future of our product offering.
This role is based in San Francisco or New York.

Requirements

• You have a proven track record of selling a complex technology or SaaS product to enterprise accounts, with at least 10+ years of enterprise sales experience.
• You are a builder with a founder-like energy. You are a self-starter who thrives in a fast-paced, ambiguous environment and is motivated by a desire to create real impact.
• You are a strategic thinker who can identify new opportunities and develop a plan to capitalize on them.
• You have a deep understanding of the fintech, payments, or spend management software space and a broad network of key decision-makers.
• You are a top-performing sales professional with a history of exceeding new business revenue targets.

Nice To Haves

• You have superior communication, negotiation, and solution-selling skills, and you are adept at presenting to multiple stakeholders, both in-person and remotely.
• You are an intellectually honest and obsessively curious individual who consistently seeks to understand the "why" and is committed to data-driven decision-making.

Responsibilities

• Define and Execute Strategy: You will be responsible for creating and implementing the go-to-market strategy for our software suite, which includes our Spend & Expense Management product. This includes identifying key target verticals and developing a plan to acquire new enterprise customers within them.
• Drive Revenue Growth: You will own and manage the entire sales cycle, from prospecting and lead generation to contract negotiation and closing. You'll be expected to meet and exceed ambitious revenue targets and KPIs.
• Build the Foundation: As a foundational member of the team, you will help establish best practices for the sales process, including refining our value proposition, creating sales tools, and contributing to the overall growth of the US sales team.
• Become a Trusted Partner: You will build and maintain strong relationships with C-suite and senior-level decision-makers. You’ll engage in business-level and technical conversations to understand a client's specific needs and demonstrate how Airwallex's solution can address their pain points.
• Collaborate and Influence: You will work closely with cross-functional teams, including Product, Engineering, Marketing, and Legal, to provide valuable market feedback that influences our product roadmap and strategy.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 1,001-5,000 employees