About the teamThe Product team at Airwallex is a group of passionate builders and problem-solvers who are obsessed with crafting customer-centric solutions that empower businesses to operate anywhere, anytime. We combine technical expertise with a deep understanding of our customers' needs to design and build unified, intuitive, and scalable products. As a team, we thrive in a collaborative and fast-paced environment, constantly iterating and pushing boundaries to deliver exceptional product experiences.
What you'll doProduct Sales is a new team of deep functional and technical specialists who both lead and advise on deals to drive adoption of our strategically critical Billing solutions across new and existing Airwallex customers.
You'll use your product, technical, and commercial expertise to enable regional sales teams and help them win. Part product sales, part solution architect, you'll join regional pitches and deals to scope customer requirements and recommend the right technical solution across Subscription Management, Usage-Based Billing, Invoicing, Tax, and Payments.
You'll work closely with core sales and account management, marketing, product, and partner teams to build deep product and industry knowledge, and you'll act as the bridge to product and engineering - bringing regional customer needs into the roadmap while continually testing, building, and executing against our go-to-market strategy.
Responsibilities:- Enable regional sales teams on Billing - arming them with the pitches, positioning, and technical answers they need to sell with confidence.
- Partner with account executives on high-value and complex deals, joining customer conversations to scope requirements and recommend the right technical solution.
- Design solutions that map customer billing needs to our platform, and explain the trade-offs to both business and technical stakeholders.
- Test market positioning and the appropriate selling motion for Billing products at Airwallex and continue to iterate and improve on them over time..
- Refine the go-to-market playbook by working closely with Strategy, Revenue Operations, and Product Marketing.
- Provide feedback to Product to inform the development roadmap and commercial priorities.
Minimum qualifications:- 3-5 years in product sales, solution architecture, or solution engineering at a technology company, ideally in billing or subscriptions.
- Technical fluency to talk credibly with product and engineering stakeholders, understand APIs and integration patterns, and recommend sound solutions.
- Ability to drive the sales cycle in collaboration with existing AE/AM teams, and to translate technical detail into business value for the customer.
- Evidence of working cross-functionally across multiple stakeholders to drive product or solution adoption.
- The ability to deal effectively with ambiguity and thrive in an unstructured, fast-moving environment.
- A proven ability to be a self-starter capable of driving business results without significant supervision.
- Strong presentation skills, particularly for in-person and online meetings with multiple stakeholders with different backgrounds across finance, product, and engineering.
Preferred qualifications:- Background at a billing platform or competitor, for example Stripe, Chargebee, or Recurly, or at a billing startup.
- Alternatively, experience at a technical consulting firm, for example Accenture, Deloitte Digital, or BCG X, designing and selling technical solutions.
- You are an adaptable specialist, capable of engaging in business-level and technical conversations at multiple levels of the organisation, including CEO, CFO, and CTO.
- You're used to building value in competitive situations and enjoy working on complex products that require deep product understanding combined with technical knowledge.
- You're equally comfortable working with external clients as with internal stakeholders, with a proven ability to lead complex negotiations involving bespoke commercial agreements.
- You're excited to become an expert and to share your knowledge, and you have a track record for improving the processes and organizations around you.
