Account Executive, Enterprise Spend - Benelux & Nordics

In this role you will lead end-to-end enterprise sales for Airwallex's spend management solutions, targeting large, multi-stakeholder prospects in the Benelux & Nordics. You will shape the GTM approach in a greenfield team and drive significant ARR growth with C-suite engagement. You enable customers to achieve spend efficiency and automation through Airwallex platforms. This is a high-impact, collaborative opportunity to define how Airwallex wins in enterprise spend.

• competitive base salary
• uncapped commission
• equity
• hybrid work (Amsterdam office 3 days/wk)
• global teammate network
• clear path to career growth

• Own full sales cycles from prospecting to contract signature for $100K+ ARR deals
• Build and manage a high-quality enterprise pipeline through outbound activity and partnerships
• Conduct account planning to prioritise opportunities within your territory
• Lead structured sales processes: discovery, value proposition design, stakeholder mapping, negotiation, close
• Engage senior stakeholders across the buying committee with executive-level presentations
• Represent Airwallex at industry events and run tailored demos with Solutions Engineering
• Collaborate with Product and Marketing on demand generation and competitive positioning
• Ensure smooth handover to Implementation and maintain CRM hygiene in Salesforce
• Develop expertise in enterprise spend management and related domains to position Airwallex credibly
• Contribute to the Enterprise Spend GTM playbook and stay informed on market trends

• 5+ years in B2B enterprise software or SaaS sales with quota attainment in a hunting role
• Proven success closing complex multi-stakeholder deals $100K+ ARR with long cycles
• Background in fintech, spend management, T&E, ERP or related enterprise software; accounting knowledge preferred
• Experience managing bespoke agreements and coordinating cross-functional teams
• Executive presence with the ability to tailor messaging to CFOs and other buying committee members
• Strong business-value mindset and ROI-focused selling
• Consultative, curious, and pipeline-driven with high attention to deal quality
• English fluency; other European languages a plus
• Comfort with ambiguity in a newly formed team; rigorous CRM and forecasting discipline

• Executive presence
• Consultative and curious mindset
• Strong communication and collaboration
• Salesforce
• enterprise SaaS sales processes
• value proposition design