Director of Software Sales

What You'll Do

As a Director of Software Sales , you will be a founding member of our go-to-market team, responsible for defining and executing the sales strategy for Spend and Expense Management , one of our fastest-growing products. You will utilize your in-depth understanding of the spend management landscape to identify and penetrate new enterprise verticals , driving significant revenue growth and helping shape the future of our product offering. This role is based in San Francisco or New York .

Responsibilities

• Define and Execute Strategy: Create and implement the go-to-market strategy for our software suite, including Spend & Expense Management, identifying key target verticals and developing a plan to acquire new enterprise customers.
• Drive Revenue Growth: Own and manage the entire sales cycle, from prospecting and lead generation to contract negotiation and closing, meeting and exceeding ambitious revenue targets and KPIs.
• Build the Foundation: Establish best practices for the sales process, refine our value proposition, create sales tools, and contribute to the overall growth of the US sales team.
• Become a Trusted Partner: Build and maintain strong relationships with C‑suite and senior‑level decision-makers, engaging in business-level and technical conversations to understand a client’s specific needs and demonstrate how Airwallex’s solution can address their pain points.
• Collaborate and Influence: Work closely with cross‑functional teams—Product, Engineering, Marketing, and Legal—to provide valuable market feedback that influences our product roadmap and strategy.

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

• Proven track record of selling a complex technology or SaaS product to enterprise accounts, with at least 10+ years of enterprise sales experience.
• Builder with founder‑like energy: self‑starter who thrives in a fast‑paced, ambiguous environment and is motivated by a desire to create real impact.
• Strategic thinker who can identify new opportunities and develop a plan to capitalize on them.
• Deep understanding of the fintech, payments, or spend management software space and a broad network of key decision‑makers.
• Top‑performing sales professional with a history of exceeding new business revenue targets.

Preferred Qualifications

• Superior communication, negotiation, and solution‑selling skills, adept at presenting to multiple stakeholders, both in‑person and remotely.
• Intellectually honest and obsessively curious individual who consistently seeks to understand the “why” and is committed to data‑driven decision‑making.

Applicant Safety Policy

To protect you from recruitment scams, Airwallex will not ask for bank details, sensitive ID numbers (e.g., passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com email address. Please apply only through careers.airwallex.com or our official LinkedIn page. Airwallex does not accept unsolicited resumes from search firms or recruiters; costs will not be paid unless an agreement is entered.

Equal Opportunity

Airwallex is proud to be an equal opportunity employer. We value diversity and consider all applicants based on merit, qualifications, competence, and talent. We do not 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 hiring decisions. If you have a disability or special need that requires accommodation, please let us know.

Compensation Range

$210K - $230K