Account Executive, Japan

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 200,000 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 2,000 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 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. 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.
2015年に豪州メルボルンで設立されたAirwallexは、北米、欧州、中東、アジア太平洋の各地域で80のライセンスを保有し、世界有数の包括的な金融インフラを築いています。Airwallexは、各地域の規制に準拠したインフラを基盤に、アクワイアリング、請求、グローバル口座、法人カード、支出管理などのサービスを世界中で展開しています。現在世界で最も急成長している金融テクノロジー企業の1つとして、世界の主要拠点20カ所に約2,000人の従業員を有しています。2025年12月、AirwallexはシリーズG資金調達ラウンドで3億3,000万ドルを調達し、企業評価額は80億ドルとなり、6か月前のシリーズFから約30%の増加を記録しました。
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

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 email address. Please apply only through 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.