Founding GTM, T:0

About the role

• Become T:0’s first GTM hire and build its sales engine from scratch, with no existing playbook. Identify channels that consistently generate pipeline before significant investment.
• Sell to US-based seed-to-Series-A startups through a high-volume, low-friction motion designed to close quickly, while creating a path toward self-serve and product-led growth.
• Work from the San Francisco office three days a week.
• T:0 sits inside Airwallex and is building an AI-native accounting platform that continuously closes the books, reconciles, and reports so founders can use their finances to run their businesses rather than manage them. AI interprets how a business works, while accounting runs on strict, checkable rules rather than a black box deciding the numbers.
• Bookkeeping is the starting point for a broader financial operating system covering accounting, planning, and operations. The small, builder-focused team is led by operators experienced in shipping AI products at scale, combining startup speed with Airwallex’s infrastructure, distribution, and capital.
• Airwallex is an AI-native financial operating system used by more than 675,000 businesses, directly or through platform partners, including McLaren Racing, Qantas, SHEIN, and TikTok.
• Founded in Melbourne in 2015, Airwallex has more than 85 licenses and financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific. It is co-headquartered in San Francisco and Singapore, with more than 2,700 people across 27 offices.
• Airwallex seeks builders with founder-level energy who move quickly with good judgment, curiosity, and first-principles thinking. Learn more in its operating principles.

Responsibilities

• Personally run outbound, triage inbound, and take founders from first conversation to paying customer.
• Own the CRM and sales process end to end, including defining stages, maintaining clean data, and building a pipeline the company can trust.
• Establish and refine a fast, high-volume sales motion for early-stage startups.
• As the business grows, open new segments and build longer, more considered sales motions alongside the fast sales motion.
• Generate your own pipeline in partnership with the Head of Marketing.
• Work closely with Airwallex’s Startups team to keep both motions aligned and compounding.
• Work directly from real customer pain, own outcomes end to end, and move quickly.

Requirements

• Have experience as the first or only GTM person at a company, with a 0-to-1 mentality and genuine early-stage startup experience.
• Have built a sales motion rather than only operating an established one.
• Be comfortable selling to founders and operators at small companies through quick calls, quick decisions, and high-volume activity.
• Have sold across different deal types, including longer, multi-stakeholder sales cycles.
• Be proactive about booking meetings, getting strangers on calls, and securing agreement; prioritize practical action over waiting for perfection.
• Preferred: Experience selling fintech products, especially accounting, bookkeeping, or products in the founder finance stack.
• Preferred: Experience building and managing a CRM.
• Preferred: Experience using AI to automate sales outbounding.
• Be excited to help shape a category that has not yet been won.
• Own outcomes and fix problems without waiting for permission.
• Be comfortable with ambiguity and working from a problem rather than a prescribed solution.
• Default to action and course-correct while moving rather than waiting for perfect clarity.
• Have a track record of hitting targets and be motivated by stretch goals.

Applicant safety and recruiter policy

• Airwallex will not request bank details, sensitive identification numbers such as passport numbers, or payment during the application or interview process.
• Official communication comes from an @airwallex.com email address. Apply only through careers.airwallex.com or Airwallex’s official LinkedIn page.
• Airwallex does not accept unsolicited resumes from search firms or recruiters and will not pay fees without an agreement covering specific open positions. Firms submitting unsolicited resumes are deemed to accept this condition regardless of contrary provisions.

Equal opportunity

• Airwallex values diversity and considers applicants based on merit, qualifications, competence, and talent.
• Hiring decisions do not consider color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or other legally protected status.
• Applicants with a disability or special need requiring accommodation are encouraged to let Airwallex know.