Head of Strategic Accounts, Enterprise, Americas

About the role

Airwallex, the AI-native financial operating system used by more than 675,000 businesses, is hiring a Head of Strategic Accounts for its Enterprise Business team. This is a founding sales role based in San Francisco, CA, and the first person in this position in the Americas. You will sell the company's API-powered financial technology platform to Fortune 500 companies and organizations of comparable scale.

Key responsibilities

• Acquire new strategic customers across North America, focusing on Fortune 100 and Fortune 500 companies, using your existing network and industry relationships.
• Own and drive multi-stakeholder sales cycles from prospecting through negotiation, closing, onboarding and expansion.
• Identify new companies, use cases and opportunities through research and close partnership with strategy and sales enablement teams.
• Build trusted relationships with senior decision-makers in finance, payments, treasury, technology, procurement and other functions.
• Build and manage a strong pipeline aligned to revenue and volume targets, and report regularly on pipeline health, forecasts, KPIs and performance.
• Negotiate partnership agreements and commercial contracts with legal, finance and strategy.
• Work with sales, product, engineering, solutions consulting, strategy, finance, legal and implementation teams.
• Define the account strategy, sales methodology and best practices for the US strategic accounts motion.

Required profile

• 10+ years of experience selling complex technology solutions to enterprise accounts.
• An established network of senior decision-makers in payments, financial operations, treasury or related functions at Fortune 500 companies or similar.
• Demonstrated experience selling API-driven or technically complex solutions with integration requirements.
• Track record of exceeding revenue and sales targets in consultative enterprise sales.
• Experience navigating long, complex sales cycles across multiple stakeholders, business units and geographies.
• Preferred: fintech, payments or banking background; experience building a new sales motion or strategic accounts program from the ground up.

Required skills

• Strong analytical skills, business acumen and disciplined pipeline management.
• Excellent communication, negotiation, presentation and solution-selling skills.
• Ability to identify, influence and align key decision-makers.