Senior Technical Sales, SME & Growth

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 https://www.airwallex.com/en-us/operating-principles to see it in full.

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.

• 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.

• 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。

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。

• 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