Account Executive – Partnerships

Job Description

Account Executive, Partnerships – SME & Growth | Airwallex

The Tone:
This is a full-time role at Airwallex, located in London, England, in a hybrid work environment. Airwallex develops an AI-native financial operating system that serves as a regulated backbone for global payments and financial operations, enabling over 676,000 businesses to manage their finances or build financial products. This role is crucial for driving UK market expansion by empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. The Account Executive will convert high-intent partner referrals into active accounts, establishing Airwallex as the premier financial partner for expanding SMEs by providing tailored solutions for cross-border banking, spend management, and FX operations.

The TL;DR
• Role: Full Time
• Type: Full-time
• Location: Hybrid – London, England, United Kingdom

• Team: UK GTM Partnerships team
• Mission: Drive Airwallex’s UK market expansion by converting high-intent referrals from the partner ecosystem into active, thriving accounts through consultative selling, negotiation, and cross-functional alignment, ultimately empowering SMEs with global financial accounts, spend management tools, and payment processing.
• Tech Stack: Salesforce, standard sales enablement technology

What You’ll Actually Do
• Own: Manage the end-to-end sales cycle for partner-referred leads, encompassing initial qualification, compelling presentations, closing, and initial client onboarding.
• Consult: Lead consultative discovery sessions with prospective clients to deeply understand their financial setup, international business friction, and operational pain points, then recommend tailored Airwallex solutions.
• Collaborate: Act as a primary point of contact for partners, nurturing strong referral relationships, clearly communicating Airwallex’s value proposition, and proactively working as a core stakeholder in partner deals alongside GTM Partner Managers.
• Negotiate: Work closely with internal legal, risk, compliance, and revenue operations teams to negotiate and execute commercial agreements effectively.
• Achieve: Exceed revenue and account activation targets through effective value-based selling, and contribute best practices to continually refine the partner sales motion and improve conversion efficiency.

The Must-Haves
• Background: Bachelor’s degree or equivalent professional experience, with a minimum of 3 years in B2B sales within fintech, commercial banking, or B2B SaaS.
• Experience: Demonstrated experience selling financial solutions such as cross-border FX, treasury, business banking, payments, or corporate cards specifically to SME customers, with a history of partnering with growing businesses.
• Skills: Strong commercial and strategic instincts, a consistent track record of meeting or exceeding OKRs/KPIs in a consultative selling environment, proficiency with CRM platforms (e.g., Salesforce), and strong analytical, written, and verbal communication.
• Bonus: Experience working directly with referral partners, ecosystem partners, or strategic alliances to drive sales pipeline, a solid working understanding of API integrations, the ability to manage complex pipelines and multi-stakeholder deals, and a strong track record of cross-functional alignment with risk, legal, and onboarding teams.