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.

Requirements

• 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

• 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