Manager, Embedded Finance

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 150,000 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 1,800 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$6.2 billion and backed by world-leading investors including Visa, Airtree, Blackbird, Sequoia, DST Global, Greenoaks, Salesforce Ventures, Lone Pine, and Square Peg, 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.

About the team

The team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering businesses in Australia 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.

The Embedded Finance team at Airwallex enables platforms and marketplace clients to embed financial services, like multi-currency wallets, branded cards, and fast global payouts, directly into their products. Working with leading B2B SaaS platforms, 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 platform customers.

What you’ll do

This is a high-impact, player-coach opportunity to lead, develop, and inspire a team of Account Executives driving strategic deals in high-growth segments across Australia. You’ll work cross-functionally - partnering with Engineering, Product, Legal, and Finance - to run complex product workshops and deliver complex solutions for customers. Your focus will be to drive platform adoption, build deep relationships, and close deals that power Airwallex’s continued expansion.

This role is based in Sydney or Melbourne.

Responsibilities

- Lead, coach, and manage a growing team of Account Executives, supporting their performance and professional growth.

- Target and close strategic business opportunities, identifying pain points and delivering innovative, technical/API-enabled solutions.

- Drive strong internal relationships with pre-sales Solution Engineers and/or partner managers to develop the right solution for our users and customers.

- Collaborate with leaders from Engineering, Product, Legal, and Finance to lead complex product workshops and financial analyses.

- Directly assist in closing complex, strategic deals - managing stakeholder engagement, contract negotiations, and deal execution.

- Drive the team’s efforts in developing and maintaining effective account plans, coaching them to forecast pipelines accurately in Salesforce, and collaborating on continuously improving our sales processes

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

- 5+ years of enterprise sales experience, preferably selling a technical or API product, with a track record of multi-year top performance.

- Experience leading, coaching, or managing account executives or enterprise sales professionals.

- Ability to understand technical requirements and craft solutions across multiple products, including API-based offerings.

- Confident stakeholder management and relationship building, including with C-suite and senior leadership, internally and externally.

- Strong presentation, verbal, and written communication skills.

- Proven ability to lead complex negotiations involving bespoke commercial agreements.

- Experience developing and executing account plans in fast-paced, ambiguous environments.

- Bachelor’s degree or equivalent in Business, Finance, Engineering, or a related field.

Preferred qualifications

- Experience in payments, enterprise fintech, SaaS, or regulated industry environments.

- Background in technical solution selling and/or experience delivering financial analyses for strategic clients.

- Demonstrated ability to operate in start-up or high-growth environments, adapting quickly to change.

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.

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. If you are approached by someone claiming to represent Airwallex, please verify with our team.

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