Senior Technical Sales, SME & Growth

About Airwallex

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own.

We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific.

We're co-headquartered in San Francisco and Singapore, with more than 2,700 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles to see it in full.

The role

As a Solutions Engineer / Technical Sales, you will support Embedded Finance, Payment Acceptance & wider opportunities across the Japan organisation. This role partners closely with commercial teams to provide technical pre-sales support across complex payments and integration led deals. You will help qualify customer requirements, shape solution design, manage technical stakeholder conversations, and improve execution through the sales cycle.

This is a role for someone who combines strong technical judgment with customer empathy, clear communication, and commercial awareness. The role is intended to improve technical coverage, increase deal velocity, and create more consistency in how complex opportunities are qualified and progressed.

What you’ll be doing

• Support Embedded Finance and Payment Acceptance opportunities across frontbook and backbook merchants and the Japan organisation, including but not limited to complex API and integration opportunities.

• Lead technical discovery and qualification with prospective customers.

• Translate customer requirements into solution designs and product mapping.

• Run customer workshops, demos, and architecture discussions.

• Validate technical use cases, integrations, and implementation approaches.

• Support RFP responses, security reviews, and technical objection handling.

• Coordinate internally with Commercial, Product, Engineering, Compliance, and Implementation teams to move deals forward.

• Create reusable solution assets, playbooks, and standard patterns that improve leverage across repeatable deal types.

• Help customers and internal stakeholders understand trade offs, implementation considerations, and the best path to value.

What you’ll need

• Minimum of 4 years experience in solution engineering, solutions consulting, sales engineering, implementation, or a similar customer facing technical role across financial services

• Native Japanese, Business level English

• Strong understanding of APIs, technical integrations, and solution design in financial services, payments, SaaS, or platform environments.

• Ability to run effective discovery, understand business and technical requirements, and turn them into clear recommended solutions.

• Strong communication skills and confidence working with commercial teams, product teams, and customer stakeholders.

• Ability to explain technical concepts clearly to both technical and non-technical audiences.

• Strong problem-solving skills, sound technical judgment, and a practical approach to trade-offs.

• A builder mindset and willingness to help create repeatable processes, assets, and standard patterns that scale.

• Experience in payments, embedded finance, marketplaces, platforms, or complex financial infrastructure is highly valued.

Airwallexについて

Airwallexは、グローバル企業向けの統合型決済・金融プラットフォームです。独自開発のインフラとソフトウェアを基盤に、世界250,000社以上の企業（Brex、Rippling、Navan、Qantas、SHEINなど）に対し、ビジネスアカウント、決済、支出管理、資金管理、さらにはEmbedded Financeまでを一元的に提供しています。

2015年にオーストラリア・メルボルンで創業したAirwallexは、現在世界27拠点に2,300名以上のメンバーを擁し、企業価値は110億米ドルを超えています。Visa、Mastercard、Sequoia Capital、Salesforce Venturesなど世界有数の投資家の支援を受けながら、次世代のグローバル金融インフラを構築しています。

ポジション概要

当社では、日本市場におけるEmbedded Finance（組込型金融）やPayment Acceptance（決済受付）をはじめとする幅広いビジネス機会を技術面から支援するソリューションエンジニアを募集しています。

テクニカル営業・ソリューションエンジニアは、営業チームと密接に連携し、お客様のビジネス課題や技術要件を理解したうえで、最適なソリューションの提案から技術検証、システム連携の設計、案件の成約までを支援します。API連携や複雑な決済システムを伴う案件において、技術的な専門知識と顧客視点を活かし、導入に向けた課題解決を推進していただきます。

また、プロダクト、エンジニアリング、コンプライアンス、導入支援などの社内チームと協業し、案件の推進を加速させるとともに、再利用可能な技術資料や提案プロセスの整備にも取り組んでいただきます。技術とビジネスの両面からお客様の成功に貢献し、成長を続ける日本市場で主体的に活躍できる方を求めています。

業務内容

• 日本市場におけるEmbedded FinanceおよびPayment Acceptanceの案件において、新規・既存加盟店を対象に技術面から営業活動を支援

• 見込み顧客へのヒアリングを通じてビジネス・技術要件を把握し、案件の技術的な適合性を評価

• お客様の課題や要件に応じたソリューション設計、プロダクト選定、API連携・システム統合の提案

• 製品デモ、技術ワークショップ、システムアーキテクチャに関するディスカッションを通じたソリューションの価値訴求

• 技術的なユースケースや導入・実装方法の検証、およびPoCや技術検証の支援

• RFP（提案依頼書）への回答、セキュリティ審査、技術的な懸念事項への対応

• 営業、プロダクト、エンジニアリング、コンプライアンス、導入支援チームと連携した案件の推進

• 再利用可能な技術資料、提案ガイド、標準的なソリューション設計パターンの整備による営業活動の効率化

応募要件

• 4年以上のソリューションエンジニア、ソリューションコンサルタント、セールスエンジニア、導入支援など、顧客と直接関わる技術職の実務経験

• 日本語ネイティブレベル、英語ビジネスレベルの語学力

• 金融サービス、決済、SaaS、プラットフォームなどの領域におけるAPI、システム連携、ソリューション設計の知識・経験

• 顧客のビジネス課題や技術要件を理解し、最適なソリューションを提案できる方

• 技術者からビジネス部門の意思決定者まで、幅広い関係者に対して技術的な内容をわかりやすく説明できる方

• 営業チームや社内の関連部門と協業し、複雑な案件を主体的に推進できる方

• 技術的な課題に対する問題解決能力と、状況に応じた適切な判断力をお持ちの方

• プロセスの改善や仕組みづくりに積極的に取り組み、再現性のある手法を構築できる方

歓迎する経験

• 決済、Embedded Finance、マーケットプレイス、プラットフォーム、金融インフラ領域での実務経験

• 複雑なAPI連携やシステム統合を伴うプロジェクトの経験

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.