Account Executive, Partnerships – SME & Growth

ABOUT AIRWALLEX Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 676,000 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 SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) 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 banking, spend management, and FX operations. 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 SME customers. What You’ll Do Airwallex is seeking an experienced Account Executive - Partnerships to join our UK GTM Partnerships team. This role offers a key opportunity to drive our UK market expansion, specifically focusing on partner-referred businesses requiring global financial accounts, spend management tools, and payment processing. The ideal candidate will bring a strong background in B2B financial services or fintech, with demonstrable experience partnering with growing businesses. We are looking for individuals who are driven by customer success, have a solutions-oriented mindset, and possess an insatiable curiosity for innovation in financial technology. This position is critical in driving our growth and establishing Airwallex as the go-to financial partner for expanding SMEs. You will work closely with our UKI GTM Partnerships team to convert high‑intent referrals from our partner ecosystem into active, thriving accounts through consultative selling, negotiation, and cross-functional alignment. This role operates in a hybrid work environment (minimum 3 days per week in our London office). Responsibilities - Product Mastery: Develop deep product expertise across Airwallex’s platform, including multi-currency business accounts, global transfers, corporate cards, and treasury management. - Full Sales Lifecycle: Own the end-to-end sales cycle for partner-referred leads, from initial qualification and compelling presentations to closing and initial client onboarding. - Partner & Channel Collaboration: Act as a main point of contact for partners, clearly communicating Airwallex’s value proposition and nurturing strong referral relationships, collaborating closely with GTM Partner Managers - Strengthen Partner Relationships: Work proactively and collaborate with Airwallex partners as a core stakeholder in deals. - Discovery & Consultation: Lead consultative discovery sessions with prospective clients to understand their financial setup, international business friction, and operational pain points to recommend tailored Airwallex solutions. - Contracting & Closing: Collaborate with legal, risk, compliance, and revenue operations teams to negotiate and execute commercial agreements. - Revenue Target Achievement: Exceed revenue and account activation targets through effective value-based selling. - Process Improvement: Contribute best practices to continually refine our partner sales motion and improve overall conversion efficiency. Who You Are MINIMUM QUALIFICATIONS: - 3+ years of B2B sales experience in fintech, commercial banking, or B2B SaaS. - Demonstrated experience selling financial solutions (e.g., cross-border FX, treasury, business banking, payments, or corporate cards) to SME customers. - Strong commercial and strategic instincts and a history of meeting or exceeding OKRs/KPIs consistently in a consultative selling environment. - Proficiency with CRM platforms (e.g., Salesforce) and standard sales enablement technology. - Strong analytical, written, and verbal communication skills. - Bachelor's degree or equivalent professional experience. PREFERRED QUALIFICATIONS: - Experience working directly with referral partners, ecosystem partners, or strategic alliances to drive sales pipeline. - Solid working understanding of API integrations - Ability to manage complex pipelines and multi-stakeholder deals in a fast-paced environment. - Strong track record of cross-functional alignment with risk, legal, and onboarding teams. 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.