Platform Account Executive, Enterprise

The role

You will help businesses bring financial services into their products using embedded finance infrastructure. You will own complex, consultative sales cycles from prospecting through to contract signature and launch.

What you will do

• Build relationships with vertical SaaS companies, marketplaces, fintechs and other platforms.
• Help customers embed accounts, payments, payouts, FX and cards into their products.
• Understand customer business models, platform architecture and money flows to shape commercial propositions.
• Navigate technical integrations, onboarding, compliance requirements and multi-stakeholder buying processes.
• Build pipeline across the UK/I enterprise market through research, prospecting, referrals, networks and engagement.
• Work with SDRs, Solutions Engineering, Product, Legal, Risk, Operations and Account Management.
• Contribute to the embedded finance sales playbook by sharing customer insight and deal learnings.

Required qualifications

• Five years of sales experience, ideally in complex B2B, enterprise or technical sales.
• Experience owning consultative sales cycles involving multiple stakeholders and technical or API-enabled products.
• Strong discovery, commercial negotiation, presentation and deal-orchestration skills.
• Ability to translate complex requirements into a clear commercial proposition.
• Track record of building pipeline, progressing opportunities and closing deals through ambiguity and long sales cycles.
• Confidence to engage stakeholders across Product, Engineering, Finance, Operations, Risk, Compliance and Customer Success.

Nice to have

• Payments experience in fintech, particularly with embedded finance, platforms, marketplaces, acquiring, payouts or issuing.
• Experience selling to platform customers such as vertical SaaS companies, fintechs or marketplaces.
• Experience selling APIs, financial infrastructure, banking-as-a-service, payment infrastructure or other technical products.
• Around five or more years of experience in enterprise or strategic sales.
• Experience navigating longer, technical sales cycles with multiple decision-makers and implementation dependencies.

About the company

Airwallex is an AI-native financial operating system for a real-time, intelligent economy. It provides financial infrastructure for over 675,000 businesses globally.