The role
ABOUT AIRWALLEX
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 250,000 businesses worldwide – including Brex, 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 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, 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.
ATTRIBUTES WE VALUE
We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles https://www.airwallex.com/us/operating-principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor.
You're humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next.
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
Airwallex aspires to serve the fastest growing businesses globally. The Japan SME & Growth team focuses on bringing small-to-mid-market businesses across Japan, as well as Japan affiliated companies globally onto the Airwallex platform. You will leverage your skills in pitching, solutioning, and negotiating with customers to grow our business in the region while helping business owners, finance, and e-commerce teams improve their financial operations. We are looking for someone who has a passion for building relationships, selling, and negotiating, and a desire to revolutionize the way companies transact globally.
If you have a customer-first mentality, are solution-focused, obsessively curious about everything, and have the desire to make an impact and grow yourself, our market, and our customers, then you have found your calling!
Responsibilities:
- Identify high-potential prospects and use effective strategies to generate leads that drive revenue growth
- Develop and implement scalable sales strategies to drive new customer acquisition
- Identify and understand prospects' pain points to propose solutions, owning the full sales cycle from prospecting to close
- Lead commercial negotiations to increase customer revenue
- Develop strategies to maximize acquisition of new revenue and market share within a specified territory
- Ensure the best onboarding process and customer experience for new customers, working cross-functionally to solve customer pain points and improve our product
Who you are
We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory.
Minimum qualifications:
- 3+ years of sales experience, preferably selling a complex product with a track record of top performance
- Passion for sales and a hands-on, ownership mindset - you’re ready to prospect, pitch, follow up, and close deals end-to-end
- Experience identifying and influencing key decision makers and stakeholders from Finance Managers to CEOs, with strong presentation and communication skills
- Proven ability to lead complex negotiations involving multiple products
- Native-level fluency in Japanese and business-level English (spoken and written), with the ability to create persuasive sales materials, communicate effectively by phone, email, and in meetings with global stakeholders
- Understanding of the Japanese business culture and decision-making process, and the ability to tailor sales messaging accordingly
- Ability to operate in a highly ambiguous and fast-paced environment both independently and within a closely collaborating team environment
- Strong interest in technology/financial services and a deep understanding of the space
- Success-oriented and are willing to ‘go the extra mile’ in your work as needed to achieve results
Preferred qualifications:
- Experience working in fast-paced start-up payments organization
AIRWALLEXについて
Airwallexは、グローバル企業向けの統合型決済・金融プラットフォームです。独自開発のインフラとソフトウェアを基盤に、世界250,000社以上の企業（Brex、Rippling、Navan、Qantas、SHEINなど）に対し、ビジネスアカウント、決済、支出管理、資金管理、さらにはEmbedded Financeまでを一元的に提供しています。
2015年にオーストラリア・メルボルンで創業したAirwallexは、現在世界27拠点に2,300名以上のメンバーを擁し、企業価値は110億米ドルを超えています。Visa、Mastercard、Sequoia Capital、Salesforce Venturesなど世界有数の投資家の支援を受けながら、次世代のグローバル金融インフラを構築しています。
AIRWALLEXが求める人物像
私たちは、起業家精神を持ち、自ら課題を見つけて解決できる「Builder」を求めています。
オーナーシップを持って行動し、スピード感のある環境で成果を出し続けられる方。高い専門性と論理的思考力を持ちながらも、謙虚さと協調性を兼ね備え、チームとともに大きな成果を創り出せる方。
また、AIを活用しながら効率的に課題解決を行い、複雑で影響力の大きい課題に挑戦したい方に最適な環境です。
チームについて
AirwallexのSME & Growth Businessチームは、中小企業（SME）がグローバル市場で成長するための支援を行う営業組織です。金融領域における深い専門知識と成長志向を組み合わせ、お客様の課題を理解しながら、クロスボーダー決済の効率化や新たな収益機会の創出を支援しています。
ポジション概要
本ポジションは、日本国内の中小企業および海外展開を行う日系企業に対し、Airwallexのソリューションを提案・導入いただく営業ポジションです。
お客様の課題を深く理解し、提案、交渉、クロージングまで一貫して担当いただきます。企業の経営者、財務担当者、EC担当者などと密接に連携しながら、グローバルな金融オペレーションの変革を支援していただきます。
顧客との関係構築や提案営業に情熱を持ち、日本企業のグローバル展開を支援したい方を歓迎します。
主な業務内容
- 新規顧客開拓に向けたターゲット企業の特定およびリード創出
- 新規顧客獲得に向けた営業戦略の立案・実行
- 顧客の課題を分析し、最適なソリューションを提案
- リード獲得から契約締結までの営業プロセス全体を担当
- 商談および契約交渉を主導し、売上拡大を推進
- 担当地域・セグメントにおける市場シェア拡大施策の実行
- オンボーディングプロセスを支援し、顧客体験の向上を推進
- プロダクト、オペレーション、カスタマーサクセスなど社内関係部署と連携しながら顧客課題を解決
応募資格
必須要件
- 法人営業経験3年以上
- 複雑なソリューション営業において高い成果を上げた実績
- 新規開拓からクロージングまで一貫して営業活動を推進できる方
- CFO、財務責任者、経営層など意思決定者との折衝経験
- 優れたプレゼンテーション能力およびコミュニケーション能力
- 複数のプロダクトを含む複雑な商談や契約交渉をリードした経験
- ネイティブレベルの日本語力およびビジネスレベルの英語力（読み・書き・会話）
- 日本企業の意思決定プロセスや商習慣への理解
- 不確実性の高い環境において自律的に行動できる能力
- テクノロジー、FinTech、決済業界への強い興味・関心
- 高い目標達成意欲と結果志向を持ち、必要に応じて期待以上の成果を追求できる方
歓迎要件
- FinTech、決済、SaaS業界での営業経験
- スタートアップまたは急成長企業での勤務経験
- クロスボーダー決済、金融サービス、B2Bソフトウェアの営業経験
- 急成長する組織で変化を楽しみながら成果を出した経験
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 LinkedIn page.
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.
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.