Founding GTM
Airwallex
- United States, California
- Full-time
- Go-to-Market Strategy
- Business Development
- Startup Sales
- B2B Sales
- Outbound Sales
- Inbound Lead Management
- Lead Generation
Share:
$150,000.00 - $220,000.00 / year
$150,000.00 - $220,000.00 / year
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 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
T:0’s mission is to make finance run itself. We are turning accounting into autonomous infrastructure that closes the books, reconciles, and reports continuously, so the people who own the outcome can stop worrying about busy work and start focusing on strategic decisions. We’re a small, elite, builder-focused team inside Airwallex, moving at startup speed with a scaled company’s infrastructure and distribution behind us.
What you’ll do
You’ll be our first GTM hire. There’s no playbook to hand you – building it is the work. In practice it looks like sending the outbound yourself, working inbound lead that comes in, getting a founder from first call to paying customer in one conversation, and figuring out which channels actually produce before we spend real money on any of them. You’ll try a bunch of things every week, most won’t work, and you’ll find the couple that do and go hard on them.
This role is based in San Francisco.
Responsibilities:
Build the GTM engine from scratch. Stand up and personally run our outbound motion — lists, sequences, messaging, follow-up. Triage and prioritize inbound. You’re not managing this work; you’re doing it.
Own the CRM and the sales process end to end. Define the stages, keep the data clean, and make the pipeline something the whole company can trust.
Sell to US startups, fast. Our current ICP is US-based seed-to-Series-A companies. The motion needs to be high-volume, low-friction, and ideally close in a single call – with a clear path toward self-serve and PLG. You’ll design for that from day one.
Expand where the business goes next. The ICP won’t stand still. As we grow, you’ll open new segments yourself – sourcing the leads, running longer and more considered sales cycles, and building that motion alongside the fast one. Experience with more complex, multi-stakeholder deals is a real asset here.
Generate your own pipeline. In partnership with our Head of Marketing, you’re responsible for making leads exist – not waiting for them to arrive.
Work closely with Airwallex’s Startups team to keep the two motions aligned and compounding.
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:
You’ve been the first (or only) GTM person somewhere before, and you liked it. You have a 0-to-1 mentality and real early-stage startup experience.
You’ve built a sales motion, not just operated one someone else already proved out.
You’re comfortable selling to founders and operators at small companies – quick calls, quick decisions, high volume – and you’ve sold across deal shapes, including longer, multi-stakeholder cycles.
You’re the person who books the thing instead of just suggesting it. If you can get a stranger on a call and leave with a yes, and you’d rather do something scrappy today than something perfect next week, we want to talk.
Preferred qualifications:
Experience selling fintech products, especially in accounting, bookkeeping, or the founder finance stack.
Have built out and managed a CRM
Have utilized AI to automate sales outbounding
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.
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.
$150K – $220K • Offers Equity • Offers Bonus
Airwallex promotes fair compensation practices in accordance with applicable federal, state, and local law.
These expected base pay ranges are based on information at the time this post was generated and represent the company’s good faith minimum and maximum ranges for this role at the time of posting.
The actual compensation offered to a candidate will be dependent upon multiple factors, including but not limited to relevant experience, skills and other qualifications, geographic location as noted, internal equity, and other external market factors.
Certain roles may be eligible for other compensation including, but not limited to, annual bonuses, commissions, RSUs, or other forms of compensation in addition to the established salary range.
Benefits may vary depending on the nature of employment and work location. US-based employees are eligible to participate in medical, dental, and vision insurance, a 401(k) plan, short-term and long-term disability, basic life insurance, and well-being benefits. US-based employees also receive 20 paid days of vacation and 12 paid days of company holidays in a calendar year.
Further details about our compensation and benefits package are available upon request by contacting our Talent Acquisition team.
Airwallex
Airwallex is a global financial technology company providing an intelligent financial platform for modern businesses. The company combines proprietary financial infrastructure, software, and artificial intelligence to help businesses manage global accounts, payments, treasury, corporate cards, expenses, and embedded financial services. Airwallex enables companies to accept and send payments internationally, manage...
