Associate Director, Startups

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 150,000 businesses worldwide – including Brex, Rippling, 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 1,800 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$6.2 billion and backed by world-leading investors including Visa, Airtree, Blackbird, Sequoia, DST Global, Greenoaks, Salesforce Ventures, Lone Pine, and Square Peg, 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. 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 As a Sales Lead for Startups at Airwallex, you will be at the forefront of our mission to empower startups across Asia (excluding China). You will be a key driver in establishing Airwallex as the default financial platform for this dynamic and rapidly growing segment. This is a high-impact role with significant responsibility for driving customer acquisition, revenue growth, and market share expansion for our key products. This role is based in Singapore. Responsibilities: Develop and execute a go-to-market strategy for the startup segment in the region. Define our value proposition, refine sales pitches, and adapt strategies based on performance data and market trends. Build and maintain strong relationships with key stakeholders and partners in the startup ecosystem, including founders, investors, accelerators, and incubators. Represent Airwallex at industry events and networking functions, building brand awareness and thought leadership within the startup community. Collaborate with the marketing team to create targeted campaigns that resonate with the startup audience and generate qualified leads. Present Airwallex’s value proposition to potential clients, demonstrating how our solutions can address their specific needs and fuel their growth. Lead and mentor a high-performing team of sales and cross-functional team members. Coach them on sales methodologies, strategies, and best practices to maximize their effectiveness. Implement sales frameworks and methodologies to optimize team performance and drive consistent results. Monitor sales metrics and prepare regular reports on sales performance, market trends, and competitive landscape. Provide feedback to product and engineering teams based on client interactions and market feedback to enhance our offerings and ensure product-market fit. 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: Prior experience in a Management Consulting & Sales is highly preferred Experience working in a Venture Capital Firm. Proven experience in leading and managing a high-performing sales team in a high growth startup. Deep understanding of the local/regional startup ecosystem. Strong network of contacts within the startup community. Ability to work cross-functionally, preferably with experience across sales and growth/marketing Excellent communication, interpersonal, and presentation skills. Data-driven and analytical mindset with a focus on achieving results. Passion for technology, innovation, and empowering startups. Preferred qualifications: Experience working in fast-paced start-up payments organization #singapore 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. 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. If you are approached by someone claiming to represent Airwallex, please verify with our team. #J-18808-Ljbffr