Airwallex is a leading global payments and financial platform for modern businesses, offering trusted solutions to manage everything from business account, payments, treasury, and spend management to embedded finance. 

With our proprietary infrastructure, Airwallex takes the friction out of global payments and financial operations, empowering businesses of all sizes to unlock new opportunities and grow beyond borders. 

Proudly founded in Melbourne, Airwallex supports over 150,000 businesses globally and is trusted by brands such as Brex, Canva, Rippling, Navan, Qantas, SHEIN and many more.

Airwallex

Equity / Stock Options

Commission

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.

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 

. 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.

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.

We're not just looking for someone who can hit their targets, we're looking for someone who embraces creativity and thinks outside the box. We're looking for someone who is passionate about learning and constantly seeks improvement. We're committed to providing our SDRs with the training and support they need to succeed, because we believe our SDRs are AE’s in training.

Researching and identifying potential clients across multiple industries

Reaching out to prospects through various channels (email, phone, social media) and understanding their needs

Presenting our innovative solutions and crafting compelling value propositions

Qualifying opportunities and scheduling appointments for our Account Executives, teaming up with them to land accounts

We’re looking for people who meet the minimum qualifications for this role. The preferred qualifications are great to have, but are not mandatory.

You hold a bachelor's degree or have earned your stripes through hands-on experience. What matters most is that you're genuinely excited about tech and what Airwallex is building.

Experience or eagerness to work in a fast-paced, high-growth environment where you're building things from the ground up

Prior experience with outreach — whether through cold calling, fundraising, real estate, sports, internships, campus programs, etc

A resourceful, figure-it-out mindset — you don't wait to be told what to do and find a way to get results

Strategic thinker and able to drive 'partnership' conversations vs. 'sales' conversations

Excellent written and verbal communication skills

You have strong analytical skills and an organized way of thinking and working

Knowledge of GSuite and sales tech tools like Salesforce, Outreach, Zoominfo, LinkedIn Sales Navigator, etc. 

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 @

 email address. Please apply only through 

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.

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.

Education Requirement

Experience Requirement

Airwallex is seeking a Sales Development Representative (Commercial) to drive growth for its global financial platform. The role focuses on researching prospects, conducting multi-channel outreach, and qualifying opportunities for Account Executives using tools like Salesforce and LinkedIn Sales Navigator.

$90,000 – $101,088 • Offers Equity • Offers Commission

Estimated OTE $90,000 – $101,088 • Offers Equity • Offers Commission

Sales Development Representative, SME & Growth

Full Time

Sales Development Representative, Commercial

Bonus

The Legal, Risk & Compliance (LRC) team at Airwallex is a collaborative group of legal minds and risk management experts. We're passionate about safeguarding Airwallex's operations, fostering a culture of compliance and ethical conduct, and ensuring we navigate the global financial landscape with integrity. We provide expert guidance and support to all areas of the business, proactively identifying, mitigating, and managing legal, compliance and financial risks.

You will be primarily responsible for supporting regulatory matters across the Americas region. This role will focus on advising on regulatory issues relating to payments and financial services, including licensing, money transmission and related requirements, and cross-border product offerings. You will support licensing, registration and ongoing compliance obligations in relevant Americas markets by helping to assess requirements, develop practical guidance, and partner closely with Regulatory Compliance and other control functions.

As a Regulatory Counsel, you will provide practical legal advice to business and control-function stakeholders in the Americas. With support and mentorship from senior members of the team, you will own defined regulatory workstreams, contribute to licensing and product initiatives, and build deeper expertise in US payments regulation, money-transmitter licensing and the regulatory treatment of different payment flows.

This role is well suited to someone who has strong regulatory fundamentals and wants to grow within a fast-moving fintech environment. You will work on meaningful matters across the US, with opportunities to support regulatory projects in Canada, Mexico and Brazil. The ideal candidate is curious, detail-oriented, collaborative and comfortable translating complex legal requirements into clear, actionable guidance.

Support regulatory legal matters relating to Airwallex’s business across the Americas, including advice on existing licenses and registrations and potential future applications.

Research and summarize developments in payments and financial services regulation, identifying potential impacts on business operations and strategic objectives.

Partner with Product Legal, Regulatory Compliance, Risk and Financial Crime Compliance teams on regulatory questions involving money transmission, stored value, FX, remittance, card issuing and related financial-services products.

Support Product, Strategy, Management and Commercial teams on new market entry, license expansion and regulatory mapping for new products and features.

Analyze how funds move through different payment structures and help identify the applicable licensing and regulatory requirements, escalating complex issues when appropriate.

Provide clear, practical legal guidance and risk assessments to cross-functional stakeholders, with appropriate support from senior counsel and external advisers.

Support the management of external legal counsel and consultants, including preparing instructions, reviewing advice and tracking deliverables and costs.

Assist with regulatory filings, submissions and responses in relevant Americas jurisdictions in partnership with Regulatory Compliance and senior legal counsel.

Monitor regulatory developments and help translate changes into practical guidance, procedures and implementation requirements.

Leverage AI and other tooling to improve the scale, efficiency and effectiveness of the Regulatory Legal team.

Contribute to government-relations and policy work, including research and preparation for outreach to legislators and regulatory agencies.

We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory.

Qualified lawyer with 5 years of relevant post-qualification experience.

Regulatory, financial-services or fintech experience gained in-house, in private practice or at a financial institution.

Exposure to payments, money transmission, e-money, FX, remittances, card issuing, digital financial services or another closely related regulatory area.

Working understanding of the US financial-services regulatory environment, with an interest in developing deeper expertise in state money-transmitter licensing and payment flows.

Ability to research complex legal and regulatory questions and translate findings into clear, practical advice.

Strong written and verbal communication skills, with the ability to explain legal topics to non-lawyers.

Strong collaboration and stakeholder-management skills, including the judgment to escalate issues appropriately.

Proactive, organized and ownership-oriented, with the ability to manage multiple priorities and deadlines in a fast-paced environment.

Comfortable working through ambiguity, learning quickly and operating as part of a global team.

Experience supporting state money-transmitter licensing applications, renewals, examinations, regulatory filings or related compliance work.

Experience advising on consumer or commercial financial-services products, including familiarity with Reg E, UDAAP, TILA or similar requirements.

Experience supporting new-market expansion or regulatory analysis for new products and features.

Experience working with US federal or state regulators, directly or through outside counsel.

Experience in a mix of private practice and in-house environments.

Familiarity with Canadian payments or money-services-business regulation, including RPAA, FINTRAC or provincial licensing.

Experience using or developing RegTech, LegalTech or AI tools to improve legal workflows.

Licensure Required

Airwallex is seeking a Regulatory Counsel for the Americas to advise on payments and financial services regulations, including licensing and money transmission. The role involves partnering with cross-functional teams to support new market entry and ensure ongoing compliance across the US, Canada, Mexico, and Brazil.

$142K – $200K • Offers Equity • Offers Bonus

Base $142K – $200K • Offers Equity • Offers Bonus

Regulatory Counsel, Americas

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 2,200 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.

You will be primarily responsible for regulatory matters across the Americas region. This role will have a strong focus on advising on complex regulatory issues relating to payments and financial services, including licensing, money transmission and related requirements, and supporting cross-border product offerings. You will be responsible for supporting our licensing, registration and ongoing compliance obligations in relevant Americas markets by helping to design and implement appropriate measures and controls, and by partnering closely with Regulatory Compliance and other control functions.

As a Senior Regulatory Counsel, you will serve as a senior advisor to the business and control functions in the Americas, owning complex regulatory workstreams, leading engagements with regulators in key jurisdictions, and contributing to the development of regional regulatory strategy.

You will be a valuable member of the global legal and compliance team and will have the opportunity to support a rapidly growing business and the management team to navigate an increasingly complex regulatory landscape. This dynamic role is ideal for someone who enjoys wearing multiple hats and solving complex issues and blockers for our clients, is detail-oriented, willing to take on challenges and changes, obsessively curious and intellectually honest, thrives on taking actions and delivering impactful results, and aims to inspire and be inspired.

Be responsible for handling regulatory legal issues relating to our business across the Americas, and for providing strategic advice to cross-functional stakeholders relating to our existing licenses/registrations and potential future licence applications in the region, to ensure Airwallex can successfully scale in the Americas.

Monitor, report, and influence trends and developments in payments and financial services regulation in the Americas, actively identifying and anticipating changes that may impact business operations or strategic objectives.

Partner closely with Product Legal, Regulatory Compliance, Risk and Financial Crime Compliance teams to ensure robust compliance with applicable laws and regulations, including money transmission, stored value, FX, remittance and card issuing rules in relevant markets.

Support local and global Product, Strategy, and Management teams and regional Commercial teams on new market entry and expansion of regulatory licence(s) in the Americas, providing regulatory mapping and licensing advice for new products and features.

Liaise with senior Airwallex stakeholders globally, providing timely, pragmatic regulatory legal advice and risk assessments on various business initiatives impacting the Americas region.

Manage external legal counsel and consultants in the Americas, ensuring high-quality, cost-effective support aligned with Airwallex's business drivers and risk appetite.

Leverage AI and other tooling to enhance the scale, efficiency and effectiveness of the Regulatory Legal team.

Provide legal advice on Airwallex's regulatory compliance obligations with respect to ongoing regulatory compliance and submission of regulatory reports and filings in relevant Americas jurisdictions, partnering with the Regulatory Compliance team to ensure timely and accurate filings.

Support government relations outreach to legislators and regulatory agencies in key Americas markets, helping to shape policy and regulatory approaches relevant to the business.

Qualified lawyer with 8 years of relevant post-qualification experience.

Strong regulatory experience gained in the fintech industry, reputable law firms and/or financial institutions, ideally with exposure to payments, e-money, FX, remittances and/or card issuing in the Americas region.

Deep experience and demonstrated success advising on regulatory matters and handling regulatory submissions, filings and regulatory strategy in financial services or payments, ideally including direct engagement with regulators in key Americas markets (e.g. federal and state/provincial regulators).

Strong understanding of the financial services regulatory environment in the Americas, particularly as relates to payments, remittance, FX, issuing and digital financial services.

Strong stakeholder management skills, with the ability to work cross-functionally and build trust with business, legal, compliance and external counsel stakeholders.

Proactive, results-driven, and ownership-oriented, with a clear track record of managing multiple priorities and deadlines.

Ability to influence, explain complex legal topics to non-lawyers, and frame business-relevant solutions.

Collaborative team player, embraces managing ambiguity, and thriving in fast-paced, evolving environments.

A mix of private practice and in-house experience.

Experience supporting expansion into new markets and launching new regulatory licences in the fintech, payments, or financial services sectors.

Experience advising on consumer and commercial regulatory matters, including state money transmitter licensing (MTL) requirements and oversight by federal prudential regulators, with familiarity in regulations such as Reg E, UDAAP, and TILA.

Experience using, deploying or developing RegTech, LegalTech or AI tools to enhance the legal function.

Canadian payment processing and money services business experience including familiarity with RPAA, Fintrac and provincial financial licensing.

Airwallex is seeking a Senior Regulatory Counsel for the Americas to lead regulatory strategy and manage licensing and compliance for payments and financial services. The role involves advising on complex regulatory issues, engaging with regulators, and partnering with cross-functional teams to scale operations across the region.

$142K – $220K • Offers Equity • Offers Bonus

Base $142K – $220K • Offers Equity • Offers Bonus

Senior Regulatory Counsel, Americas

Airwallex aspires to serve the fastest-growing businesses globally. As the 

 responsible for acquiring and closing customers within SMB segments.

You will be accountable for revenue, pipeline health, deal quality, and execution velocity. This role requires a hands-on sales leader who can coach AEs on discovery, deal strategy, and closing, while also building the processes, metrics, and operating cadence needed to scale a high-performing SMB sales motion.

If you are a data-driven leader who thrives on intensity, accountability, and continuous improvement and developing strong closers. This role offers the opportunity to shape one of Airwallex’s most important growth engines.

Lead, coach, and develop a team of full-cycle Account Executives, with a strong focus on closing excellence and consistent revenue delivery

Partner closely with the outbound sales leader and cross-functional team leaders to continuously explore, test, and refine ICPs, evaluate new SMB verticals, and provide structured feedback based on deal quality, win/loss insights, and revenue outcomes

Coach AEs on prioritizing leads and opportunities effectively, ensuring time and effort are focused on the highest-conversion, highest-revenue deals

Drive best-in-class pipeline management practices, including deal qualification, stage progression discipline, pipeline coverage, and forecast accuracy

Develop AEs ability to run strong discovery, identify economic buyers, and manage multi-stakeholder deal cycles within SMB organizations

Coach and inspect deals on negotiation strategy, objection handling, pricing conversations, and close planning to improve win rates

Instill structured deal management habits, including clear next steps, mutual action plans, and close plans for every active opportunity

Drive a metrics-led operating cadence focused on deal velocity, stage conversion, win rates, and pipeline quality

Leverage data, AI, and sales tools to improve account research, deal strategy, and pipeline visibility

Maintain high standards of CRM hygiene, deal inspection, and sales process adherence

Minimum of 5 years of experience in B2B sales, with at least 2 years of experience managing/coaching Account Executives

Proven track record closing deals and managing complex SMB pipelines end-to-end

Strong commercial judgment with the ability to prioritize leads, assess deal quality, and forecast accurately

Deep experience coaching AEs on closing, negotiation, objection handling, and pipeline management

Comfortable managing multi-stakeholder deal cycles, including traditional business owners and finance teams

Excellent communication skills - structured, persuasive, and credible in commercial negotiations

Experience operating in fast-paced, high-growth environments with high accountability

Experience leading SMB sales teams in fintech, payments, or trade-related platforms

Strong intuition for mapping customer payment flows and identifying expansion or revenue opportunities

Demonstrated ability to improve close rates, deal velocity, and win consistency

Experience leveraging AI and sales tools to improve deal strategy, pipeline visibility, and forecasting accuracy

Relationship-first leadership style with a strong coaching and talent-development mindset

Airwallex is hiring a Sales Manager, SME & Growth to lead a team of Account Executives in acquiring SMB customers. The role involves managing revenue, pipeline health, and coaching AEs on discovery and closing strategies. This remote US-based position requires a data-driven leader with a strong background in B2B sales and fintech.

$240K – $290K • Offers Equity • Offers Commission

Estimated OTE $240K – $290K • Offers Equity • Offers Commission

Timezone Matching

Remote Jobs at Airwallex

Hiring Locations

Benefits & Perks

Eligibility Requirements

💼 Open Jobs (4)