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 100,000 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 1,500 of the brightest and most innovative people in tech located across more than 20 offices across the globe. Valued at US$5.6 billion and backed by world-leading investors including Sequoia, Lone Pine, Greenoaks, DST Global, Salesforce Ventures and Mastercard, 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.

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 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 SME customers.

What you’ll do
This is a unique opportunity to drive the future growth of Airwallex in New Zealand as an experienced Director of Sales, SME. You will have the chance to build and lead a high-performing sales team, and also define our NZ customer profile tailoring our solutions to meet their unique needs. Your insights will be instrumental in driving our go-to-market strategy and establishing Airwallex as a key player in the New Zealand market.

You will play a critical part in expanding our market presence by collaborating with key functions such as product, revenue operations, sales enablement, strategy, and marketing. This role will be pivotal in Airwallex building a successful, scaled, revenue-generating function in New Zealand.

This role is based in Auckland.

Responsibilities:

• Target strategic business opportunities for Airwallex, identifying pain points and providing solutions for our customers
• Build and coach a new team of AEs and SDRs on sales methodologies, strategies, and sales effectiveness
• Develop and execute our sales and go-to-market strategy, defining our value proposition, refine sales pitches, and adapt based on performance data
• Manage multiple priorities and projects, diving into the details in a wide variety of tasks - from recruiting to performance and sales analysis
• Design and implement effective compensation plans, territory plans, team structures, and operational models to drive productivity and success for the team
• Implement sales frameworks and methodologies to improve team performance
• Provide hands-on support in closing strategic and complex deals

Who you are
We're looking for people who meet the minimum qualifications for this role. The preferred qualifications are great to have, but are not mandatory.

Minimum qualifications:

• 5+ years of sales experience, preferably selling a technical or API product, with a track record of multi-year top performance
• Ability to understand technical requirements and craft solutions across multiple products
• Ability to develop and execute account plans spanning multiple business units across complex organisations
• Strong presentation skills, particularly for in-person meetings with multiple stakeholders
• Proven ability to lead complex negotiations involving bespoke commercial agreements
• Superior verbal and written communication skills
• Ability to operate in a highly ambiguous and fast-paced environment
• Strong interest in technology and a deep understanding of space

Preferred qualifications:

• Experience working in payments or fintech
• Someone who enjoys ‘getting things done’ and finds ways to drive tangible outcomes
• A strategic thinker and analytical in your approach to developing strategies
• Success-oriented and hold yourself accountable for delivering key outcomes
• Someone who works collaboratively with people at all levels and across functions and cultures

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.