Head of Enterprise

About Airwallex 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 2,200 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. Attributes We Value We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles . You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor. You're humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next. The Head of Enterprise will build, manage and retain a world class enterprise sales team who are responsible for driving revenue growth across Australia. Reporting to the Head of ANZ, you will play a central role in expanding Airwallex’s commercial footprint. You will use your deep network and expertise in closing complex deals to not only drive revenue yourself, but also to develop a high-performance team to execute the region’s go-to-market initiatives. A successful candidate will be equally comfortable as a player and as a coach, and he/she will be enthusiastic about the opportunity to help shape the commercial strategy for Airwallex. The ideal candidate will bring to Airwallex several years of relevant enterprise sales management experience and will come from another top-tier player in fintech. Hands-on experience with the end-to-end value chain of payments and the intricacies of cross-border flows is highly desirable. A proven track record of selling sophisticated, technology-led solutions to network/platform businesses such as B2C/B2B marketplaces for online retail, content, advertising, freelancer services and education is critical. Responsibilities: Develop and manage a top‑performing enterprise sales team and guide team members to succeed at both exceeding targets and collaborating effectively with their colleagues. Develop and implement go‑to‑market strategies tailored to specific target verticals and/or named companies, working with Strategy and other functions to architect and execute a well‑oiled machine to drive sales funnel conversion. Set team and individual KPIs, design corresponding compensation plans and hold team members accountable, while creating an environment that brings out the best in everyone. Identify emerging markets, segments and potential prospects, and refine account and territory plans to capture those opportunities. Implement tools and scalable processes to nurture the pipeline, track and report progress, and accurately forecast sales target volumes and revenues. Lead and support complex commercial cycles, negotiating agreements and commercial contracts in conjunction with Legal, Finance and Strategy through to execution. Minimum qualifications: 10+ years of sales experience in enterprise technology, preferably with severa