Senior Account Executive, Enterprise, EmFi

The role

You will own enterprise sales for embedded finance solutions. You will build a DACH pipeline and lead consultative sales processes for large organisations.

What you will do

• Own complex enterprise sales cycles from prospecting through contract signature.
• Build and manage a high-quality DACH pipeline through outbound prospecting, partner referrals, field events and industry networks.
• Lead consultative sales processes across discovery, value proposition design, stakeholder mapping, commercial negotiation and close.
• Build trusted relationships across complex buying committees.
• Deliver executive presentations, business cases, proof-of-concepts and tailored demos.
• Partner with Solutions Engineering, Product, Marketing and Implementation to shape opportunities and support demand generation.
• Contribute to the Enterprise GTM playbook.
• Maintain accurate pipeline data, forecasting and activity logging in Salesforce.
• Develop deep expertise in embedded finance, customer procurement patterns, market trends and the competitive landscape.

Required qualifications

• 10+ years of experience in strategy consulting and/or the technology sector.
• Experience owning complex, enterprise-level sales cycles from prospecting through contract signature.
• Experience engaging senior stakeholders across complex buying committees.
• Strong consultative selling, account planning, stakeholder mapping, executive presentation, negotiation and closing skills.
• Fluent English and native German.
• Sharp thinking and judgment.
• Comfort working in a newly formed team, adapting to changing conditions and creating structure.
• A track record of taking ownership, moving with urgency, following through and turning plans into results.
• Willingness to travel approximately two to three times per month within DACH.

Nice to have

• Experience selling embedded finance, payments, financial infrastructure, fintech or other complex technology solutions.
• Experience working with companies that have complex payment flows, high transaction volumes or international growth ambitions.
• Experience building enterprise pipeline through outbound prospecting, partner referrals, field events and industry networks.
• Experience contributing to a go-to-market playbook, including messaging, objection handling, competitive positioning or battlecards.
• Experience working with Salesforce or a comparable CRM.

About the company

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. It provides financial infrastructure for global commerce and is co-headquartered in San Francisco and Singapore.