Account Executive, SME & Growth (Spend)

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 2,300 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 Singapore Outbound team plays a pivotal role in driving Airwallex’s growth by building pipeline and winning new customers across our strategic segments, enhancing Airwallex’s brand visibility, accelerating customer acquisition, and helping shape how our products are positioned across target industries. Working closely across Marketing, Product, and Revenue Strategy & Operations, the team ensures Airwallex remains at the forefront of innovation and delivers impactful solutions to our customers. ABOUT THE ROLE We are looking for a motivated, strategic, and detail-oriented Strategic Account Executive to join our Outbound Sales, SME & Growth team in Singapore. In this role, you will be responsible for owning and closing high-value opportunities for Airwallex’s Spend Management solution. You will work with businesses facing growing operational complexity, distributed teams, increasing software and advertising spend, and a need for stronger visibility, control, and efficiency across company spending. You will lead consultative sales cycles end-to-end, from identifying and qualifying strategic accounts to running discovery, building business cases, engaging Finance and Leadership stakeholders, and closing revenue. This role requires strong commercial acumen, deep discovery skills, and the ability to position Airwallex’s Spend Management platform as a strategic solution that improves financial control, operational efficiency, and spend visibility. This is a high-impact role for someone who can combine outbound discipline, value selling, stakeholder management, and strong closing ability to accelerate the growth of Airwallex’s Spend Management business in Singapore. RESPONSIBILITIES - Own the full sales cycle for Airwallex’s Spend Management opportunities across the SME & Growth segment, from prospecting and qualification through to discovery, proposal, negotiation, and close. - Identify and prioritise organisations that would benefit from stronger spend visibility, controls, approval workflows, corporate cards, and expense management. - Run deep discovery with Finance and Leadership stakeholders to uncover pain points across employee spend, software subscriptions, advertising spend, reporting gaps, and operational inefficiencies. - Build value-led business cases that clearly articulate how Airwallex improves financial control, reduces manual work, and drives operational efficiency. - Map and multi-thread accounts across key decision-makers and influencers, including CFOs, Finance Directors, Financial Controllers, Founders, Operations leaders, and Department Heads. - Partner with SDR, Product Sales, Marketing, Revenue Strategy & Operations to execute strategic account plans and scalable Spend Management GTM plays. - Manage a healthy pipeline, maintain Salesforce hygiene, and provide accurate forecasting on deal progression, risks, blockers, and expected close timelines. - Navigate product conversations, commercial negotiations, stakeholder objections, and competitive evaluations to drive opportunities to close. - Contribute to repeatable playbooks, messaging, and best practices that help scale Airwallex’s Spend Management motion across Singapore. WHO YOU ARE - Bachelor’s degree or equivalent. - 3–6 years of experience in a closing role, preferably within B2B SaaS, Expense Management, or the ERP space. - Ability to conduct high-level discovery conversations that move past simple feature lists and price comparisons, focusing instead on deep discovery, value selling, workflow improvements and financial metrics. - Strong analytical skills with experience using CRM systems (e.g. Salesforce) and analytics tools (e.g. Google Sheets, Looker). - Ability to map out complex organisational hierarchies within large companies to identify the correct financial decision-makers (CFOs, Finance Directors, Financial Controllers), and write highly tailored, articulate emails to prospects. - A strong conceptual understanding of business finance workflows (e.g., corporate cards, expense management, accounts payable, and financial app stack). - Strong verbal and written communication skills in English; additional regional languages (e.g. Mandarin, Bahasa) are a plus. - Proven ability to identify and execute on process improvements. - Experience in fast-paced environments, preferably in a startup or scale-up. - Attention to detail and the ability to multitask, prioritise, and meet deadlines. 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 Linked…