Senior Director, Enterprise, UK, France, Southern Europe

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 2,700 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.

HOW YOU'LL MAKE IMPACT

Airwallex is expanding its senior commercial leadership footprint across the United Kingdom to accelerate growth across its full suite of enterprise solutions, including global business accounts, FX and treasury, spend management, global payments, and embedded finance.

You'll own the UK enterprise commercial strategy in a greenfield market opportunity, build trusted relationships with CFOs, CTOs, CEOs, Heads of Operations and other senior buying committee members, and close complex, multi-product platform deals with major UK-headquartered multinationals and high-growth global enterprises.

- Own UK enterprise growth across Airwallex's full platform, from strategic account planning and white-space analysis through pipeline creation and deal close.

- Build and manage a high-value enterprise pipeline through strategic outbound prospecting, executive networks and partner ecosystems.

- Deliver consultative C-level presentations and bespoke business cases that show the value of bringing global financial operations together on one platform.

- Lead complex negotiations and partner with Legal, Finance, Risk, Strategy, Solutions Engineering, Implementation and Product to structure agreements, deliver tailored proof-of-concepts and support successful client onboarding.

- Shape the UK enterprise go-to-market playbook by sharing market insight and competitive intelligence, maintaining rigorous Salesforce pipeline governance and influencing product roadmaps.

- Represent Airwallex at industry conferences, customer roundtables and executive events while building the company's profile in the UK enterprise market.

You'll work from our London office.

WHAT WE'RE LOOKING FOR

ESSENTIALS

- 12+ years of B2B enterprise sales experience, including 5+ years leading enterprise teams.

- Experience managing managers.

- A track record of consistently exceeding quota on complex, multi-stakeholder UK or EMEA enterprise deals with long sales cycles.

- Broad commercial acumen, with deep experience in value-based platform selling and multi-threading across C-suite executives, including CFOs, Treasurers, Chief Procurement Officers and CTOs.

- End-to-end deal management experience, including pipeline creation, white-space analysis, bespoke contract structuring, and legal and procurement negotiations.

- Experience building and managing a robust pipeline of high-value enterprise opportunities through strategic outbound prospecting, executive networks and partner ecosystems.

- Experience delivering consultative C-level presentations and business cases that demonstrate the value of unifying global financial operations.

- Experience maintaining rigorous CRM hygiene and pipeline governance in Salesforce to support accurate regional forecasting.

- Located in or willing to relocate to London, with the capability to operate in a hybrid office model.

PREFERRED

- An extensive network of key decision-makers across UK enterprise accounts and target verticals such as technology, retail and e-commerce, travel and professional services.

- Multi-product expertise spanning global banking, foreign exchange, treasury, corporate cards, spend management or cross-border payment rails.

- Experience operating in an early-stage regional expansion motion or scaling a zero-to-one sales playbook in a high-growth, matrixed technology company.

- Experience influencing product roadmaps through market insight and competitive intelligence.

- Experience representing a company at industry conferences, customer roundtables and executive events.

- Exceptional strategic thinking, resilience and comfort navigating ambiguity to build structure in a fast-paced environment.

YOU'LL THRIVE HERE IF

- You have a track record of hitting your numbers, and you’re motivated by stretch goals.

- You’re excited by a category that hasn’t been won yet, and want to be early enough to shape it.

- You’re comfortable with ambiguity. Give you a problem, not a prescription, and you’ll run with it.

- You own the outcome and you don't wait for permission to fix what's broken.

- You enjoy working closely with people across multiple countries and time zones as part of one connected, global team, including flexing your hours occasionally to make that connection work.

LEARN MORE ABOUT YOUR TEAM

Enterprise Business is about more than closing deals. This team helps large, often multinational organizations solve complex financial challenges that go well beyond a single product decision — moving money globally, managing treasury operations, embedding financial services across borders, and replacing fragmented financial workflows with one global system built to scale. You’ll be helping customers understand what is possible when their financial operations work as one global system.

It's a team for strategic sellers with a builder mindset, who combine strategic thinking with deep product knowledge: comfortable with long deal cycles, multiple stakeholders, and the kind of autonomy that comes from being trusted to create value, shape the deal, and move complex opportunities forward rather than follow a rigid playbook. If you want to work on high-consequence deals that genuinely change how large businesses operate financially, this is the place to do it.

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.