• Build pipeline through outbound outreach • Personalize your interactions • Prospect strategically • Plan your day with purpose • Stay plugged into PR • Maintain clean CRM hygiene • Collaborate cross-functionally • Maintain consistent activity standards

• Execute targeted outbound outreach campaigns focused on large public sector agencies in collective bargaining states. • Identify and engage key stakeholders across HR, Finance, Labor Relations, Budget, Administration, and Executive Leadership teams. • Research agencies, labor environments, bargaining cycles, and organizational priorities to personalize outreach and uncover opportunities. • Utilize multi-threaded prospecting strategies to connect with multiple stakeholders within target accounts and identify labor costing pain points. • Generate qualified meetings and opportunities for Labor Costing Account Executives through strategic outreach, discovery conversations, and persistent follow-up. • Build and nurture relationships throughout long government procurement and budgeting cycles to maintain engagement and pipeline momentum. • Track labor negotiations, budget cycles, staffing initiatives, and other market events that may create opportunities for labor costing solutions.

• Execute outbound prospecting via phone, email, and LinkedIn • Target ambulatory healthcare providers and multi-site medical groups • Identify trigger events such as: • staffing changes • expansion or new locations • operational strain in scheduling or access • Qualify prospects based on: • ICP fit • business problem • buyer persona alignment • Book meetings that convert into real pipeline opportunities • Partner closely with Account Executives on handoff quality • Maintain accurate activity tracking in CRM **Performance Expectations ** • Consistently generate 10-15 qualified meetings per month • Maintain high daily activity levels (calls, email, LinkedIn) • Drive strong conversion from meeting → qualified opportunity • Demonstrate ability to identify real business problems early in conversations

About Airwallex Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 200,000 businesses worldwide - including Brex, Rippling, Navan, Qantas, SHEIN and many more - with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale. Proudly founded in Melbourne, we have a team of over 2,200 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you're ready to do the most ambitious work of your career, join us. Attributes We Value We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you're motivated by our mission and operating principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor. You're humble and collaborative; turn zero-to-one ideas into real products, and you "get stuff done" end-to-end. You use AI to work smarter and solve problems faster. Here, you'll tackle complex, high-visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let's build what's next. The Enterprise Business team at Airwallex is a high-performing and collaborative group of innovators, focused on transforming the way large global businesses operate. We're passionate about delivering cutting-edge payments and financial solutions that streamline operations and drive growth for our enterprise clients. As a team, we value strategic thinking, prioritising our customers, and a deep understanding of the unique challenges faced by multinational organizations. Based out of our Singapore office, this role will be focused on generating and qualifying leads that will build Airwallex's Singapore Enterprise sales pipeline. As a Sales Development Representative (SDR), you should be excited about engaging with prospects to find out about their needs, adept at identifying high value opportunities and capable of managing early sales funnel activities. You are used to delivering value in complex situations and are energized by learning about new and existing products. Finally, you enjoy building - you like to actively participate in the development of the demand generation and sales process, the articulation of Airwallex's value proposition, and the creation of key tools and assets. With the team, there are many opportunities to progress as the business continues to grow. If you're hungry, smart, persistent, and a great teammate, we want to hear from you! What you'll do: - Initiate contact with potential customers through email outreach or cold calling and follow up on designated touchpoints in a customer journey - Move quality leads through the funnel while connecting them to a salesperson and arranging meetings - Develop relationships with prospects to uncover needs through effective questioning to qualify interest and viability to prepare hand-off to sales - Update activity and contact information within the CRM system and support reporting efforts - Inform and recommend outreach strategies and best practices through testing various types of touchpoints - Contribute to building out best practices in this area as we grow the team - Collaborate and provide feedback and insights to Marketing to help improve targeting and messaging - Work closely with your designated Account Executive on the handover & first call What you'll bring: - Target-oriented - You are motivated by stretch targets that facilitate business growth and reward you for direct impact - Customer focused - You are excited to learn about your prospect's business and rely on data to help solve issues - Process driven - You enjoy developing, documenting, and following procedures to ensure they are efficient, scalable, and defensible - A team player - You are a natural at building relationships with your colleagues but can work independently at ease - A master prioritizer - You leverage sound judgment to quickly assess all the tasks at hand and expertly prioritize them - Obsessively Curious - You know when to dig a little deeper to get to the bottom of a problem and solve it; in doing so, you ask the right questions necessary to arrive at a sound, risk-based decision - Track record of top performance or prior success in an BDR-related role - Superior verbal and written communication skills - Strong interest in technology and/or financial services - Self-starter who is able to operate in a hyper growth environment 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.