Senior Account Executive, 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 2,300 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.   ABOUT THE TEAM The Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering medium-sized and enterprise companies to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our customers. WHAT YOU’LL DO Airwallex is seeking a Senior Account Executive to join our team as part of our expansion into the Mexican market. In this role, you will own the full outbound sales cycle, from prospecting and pipeline generation through to deal close, helping businesses in Mexico leverage Airwallex's global financial infrastructure to streamline cross-border payments, manage FX, and unlock new revenue streams. You will play a foundational role in building Airwallex's commercial presence in Mexico ahead of and following our product launch, working closely with the local leadership team, US Revenue Operations & Strategy, Financial Partnerships, Product, and Solutions Engineering to deliver tailored solutions for our customers. This is a high-impact opportunity to shape how Airwallex wins in a new market while navigating an evolving regulatory and licensing landscape. This role is based in Mexico City, MX. RESPONSIBILITIES: - Implement a multithreaded outbound sales approach for prospecting leads, activating your network and creating business connections. - Own the outbound sales process from end to end, including lead identification, qualification, demo delivery, negotiation, and close. - Be an expert in all aspects of the Airwallex platform, our customers, and our solutions. - Clearly communicate the challenges in the cross-border payments industry and the value of Airwallex solutions to empower companies to go global. - Negotiate partnership agreements and commercial contracts in conjunction with Legal, Finance, and Strategy through to execution. - Help craft and redesign processes to ensure Airwallex can move quickly and succeed at scale. - Be a team player and set the standard for our entire sales function. - Develop and maintain a deep understanding of the Mexican payments ecosystem, including local payment rails, regulatory requirements, and competitive landscape, to position Airwallex effectively against competitors. - Collaborate cross-functionally with Product, Marketing, Solutions Engineering, and Operations to relay customer feedback, inform go-to-market strategy, and ensure smooth onboarding and activation of new clients. - Track and report on pipeline health, conversion metrics, and revenue performance using CRM tools (e.g., Salesforce), contributing to territory planning and forecasting as the Mexico commercial team scales. WHO YOU ARE We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory. MINIMUM QUALIFICATIONS: - Bachelor's Degree or equivalent experience, minimum 5 years of outbound sales in the Banking, Fintech or Payments space. - Proficient in Google Suite and sales tech tools like Salesforce, Outreach, Zoominfo, and LinkedIn Sales Navigator. - A proven record of exceeding targets in outbound B2B sales and experience selling solutions in target verticals including e-commerce, marketplaces, and SaaS/Technology. - Strategic thinker and able to drive "partnership" conversations vs. "sales" conversations. Solution oriented. - A FIO (Figure It Out) attitude and are willing to do whatever is necessary to achieve results. - Excellent written and verbal communication skills in both Spanish and English (fluency in both is required). PREFERRED QUALIFICATIONS: - Experience working in or selling, managing relationships to the Nearshoring Mexico - US - China industrial corridor and/or Latin American payments ecosystem, with knowledge of corss border payments, local payment methods, FX dynamics, and regulatory considerations (e.g., KYC/AML compliance). - Familiarity with API-based payment integrations and comfort discussing technical product capabilities with developer and finance audiences. - Experience at banks, high-growth fintech or payments companies (e.g., Stripe, Adyen, Wise, dLocal, Payoneer, Clara, MercadoLibre, Xepelin, or similar) with a track record of building pipeline in new or emerging markets. - Experience working at Corporate Banks such as BBVA, HSBC, Citi, Santander, Banorte will be a plus. - Ability to move fast and grow in dynamic, collaborative, and ambiguous environments, with a strong ownership mindset and willingness to navigate early-stage market challenges such as licensing timelines and evolving product availability. Please submit resumes in English 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.