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 Product team at Airwallex is a group of passionate builders and problem-solvers who are obsessed with crafting customer-centric solutions that empower businesses to operate anywhere, anytime. We combine technical expertise with a deep understanding of our customers' needs to design and build unified, intuitive, and scalable products. As a team, we thrive in a collaborative and fast-paced environment, constantly iterating and pushing boundaries to deliver exceptional product experiences.
WHAT YOU’LL DO
Product Sales is a new team of deep functional and technical specialists who both lead and advise on deals to drive adoption of our strategically critical Billing solutions across new and existing Airwallex customers.
You'll use your product, technical, and commercial expertise to enable regional sales teams and help them win. Part product sales, part solution architect, you'll join regional pitches and deals to scope customer requirements and recommend the right technical solution across Subscription Management, Usage-Based Billing, Invoicing, Tax, and Payments.
You'll work closely with core sales and account management, marketing, product, and partner teams to build deep product and industry knowledge, and you'll act as the bridge to product and engineering — bringing regional customer needs into the roadmap while continually testing, building, and executing against our go-to-market strategy.
This role is based in San Francisco or New York City.
RESPONSIBILITIES:
- Enable regional sales teams on Billing — arming them with the pitches, positioning, and technical answers they need to sell with confidence.
- Partner with account executives on high-value and complex deals, joining customer conversations to scope requirements and recommend the right technical solution.
- Design solutions that map customer billing needs to our platform, and explain the trade-offs to both business and technical stakeholders.
- Test market positioning and the appropriate selling motion for Billing products at Airwallex and continue to iterate and improve on them over time..
- Refine the go-to-market playbook by working closely with Strategy, Revenue Operations, and Product Marketing.
- Provide feedback to Product to inform the development roadmap and commercial priorities.
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:
- 3–5 years in product sales, solution architecture, or solution engineering at a technology company, ideally in billing or subscriptions.
- Technical fluency to talk credibly with product and engineering stakeholders, understand APIs and integration patterns, and recommend sound solutions.
- Ability to drive the sales cycle in collaboration with existing AE/AM teams, and to translate technical detail into business value for the customer.
- Evidence of working cross-functionally across multiple stakeholders to drive product or solution adoption.
- The ability to deal effectively with ambiguity and thrive in an unstructured, fast-moving environment.
- A proven ability to be a self-starter capable of driving business results without significant supervision.
- Strong presentation skills, particularly for in-person and online meetings with multiple stakeholders with different backgrounds across finance, product, and engineering.
PREFERRED QUALIFICATIONS:
- Background at a billing platform or competitor, for example Stripe, Chargebee, or Recurly, or at a billing startup.
- Alternatively, experience at a technical consulting firm, for example Accenture, Deloitte Digital, or BCG X, designing and selling technical solutions.
- You are an adaptable specialist, capable of engaging in business-level and technical conversations at multiple levels of the organisation, including CEO, CFO, and CTO.
- You're used to building value in competitive situations and enjoy working on complex products that require deep product understanding combined with technical knowledge.
- You're equally comfortable working with external clients as with internal stakeholders, with a proven ability to lead complex negotiations involving bespoke commercial agreements.
- You're excited to become an expert and to share your knowledge, and you have a track record for improving the processes and organizations around you.
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.