Senior Director, Enterprise, UK, France, Southern Europe

Overview

In this role you will lead Airwallex’s UK enterprise sales efforts, owning the end-to-end commercial strategy and multi-product platform deals. You will build executive relationships, drive cross-functional deals, and shape the regional GTM approach to accelerate growth across global business accounts, FX, treasury, spend management, and embedded finance. You’ll engage C-suite stakeholders and craft compelling business cases that demonstrate ROI from unifying global financial operations. This is a high-impact, greenfield opportunity to scale a multi-product fintech platform in a fast-paced, ambitious environment.

Responsibilities

• Own UK enterprise sales strategy across target verticals and drive revenue for the full platform suite
• Develop and manage a robust pipeline of high-value opportunities (>$500K ARR) via outbound efforts, executive networks, and partners
• Perform white-space analysis and strategic account planning for UK enterprise accounts with global financial needs
• Engage senior executives (CFO, Treasurer, CTO, CPO) with consultative, ROI-focused business cases
• Lead multi-product solution selling across accounts (business accounts, treasury, card issuing, spend management, FX, and core payments)
• Negotiate end-to-end deals in cross-functional collaboration with Legal, Finance, Risk and Strategy
• Coordinate with Solutions Engineering, Implementation, and Product for tailored proofs-of-concept and onboarding
• Maintain CRM hygiene and accurate regional forecasting in Salesforce
• Contribute to UK GTM playbook, share market insights, and influence product roadmaps
• Represent Airwallex as a thought leader at industry events and with key customers

Key requirements

• 12+ years of B2B enterprise sales experience
• 5+ years leading enterprise teams and managing managers
• Proven track record of beating quota on complex UK/EMEA deals ($500K+ ARR) with long cycles
• Deep experience in value-based platform selling and multi-threading across C-suite executives
• End-to-end deal management: pipeline creation, white-space analysis, contract structuring, and negotiations
• Based in or willing to relocate to London with hybrid work capability

• strategic thinking
• resilience
• comfort navigating ambiguity
• value-based platform selling
• multi-product solution selling
• stakeholder management at C-suite level

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