• Identify and pursue ground-transportation contracts across county, municipal, and state agencies in DC, Maryland, and Virginia • Track, evaluate, and respond to RFPs, RFQs, IDIQs, and grant opportunities on SAM.gov, eMaryland Marketplace Advantage, Virginia eVA, and county procurement portals • Build and maintain relationships with hospital discharge planners, Medicaid MCO contacts, broker network managers, school districts, senior living communities, and corporate clients across the DMV • Develop the company's capability statement, past-performance documentation, and proposal templates suitable for federal, state, and county procurement • Coordinate certifications and set-aside positioning (DBE, CBE, MBE, SDVOSB where applicable) and ensure the company is registered and active on the right platforms • Brief the Principal weekly on pipeline status, win probability, and required actions; transfer knowledge so the in-house team can sustain the function over time

Role Description As a member of the Revenue team, you will be the face of Lighthouse for independent hotels, owning the full sales cycle from prospecting to close. This is a hunter role: you carry a quota, build your own pipeline, and are accountable for outcomes and success. - Sell a comprehensive suite of AI-driven tools designed to streamline and elevate independent hotel operations. - Empower hoteliers to replace manual guesswork with automated pricing and reservation management, helping them drive up to 21% more revenue. - Utilize Lighthouse's agent AI infrastructure alongside a modern revenue stack to enhance your sales process. Qualifications - 2+ years in a closing sales role; SaaS experience is a must. - Self-directed, coachable, and driven to continuously improve. - Strong business acumen with the ability to sell on value, not price. - Native in Indonesian, with exceptional command of English. Requirements - Own your territory and number; build and execute a strategic territory plan. - Source a meaningful share of your own pipeline through outbound sequences and industry events. - Run a disciplined sales process using MEDDPICC to qualify and advance opportunities. - Leverage AI tools for call prep and discovery frameworks. - Become an expert in the independent hotel market and build trusted relationships. - Drive results beyond net-new sales by identifying expansion opportunities within accounts. Benefits - Flexible time off: Autonomy to manage your work-life balance. - Career development: Workshops, frameworks, and training to maximize your professional potential. - Impactful work: Shape products relied on by 85,000+ users worldwide. - Referral bonuses: Earn rewards for bringing in new talent.

• Be responsible for creating and executing the go-to-market strategy in the new verticals from research and positioning to sales and marketing • Personally own the full sales cycle on the biggest accounts • Work with product and marketing teams on cross-functional projects • Participate in conferences and be our external speaker in the target verticals • Be an internal expert in the target verticals and educate other teams on their specifics

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. About the Team The Financial Crime Compliance (FCC) team at Airwallex is a strategically vital function operating under a clear Three Lines of Defence model. As the independent second line, FCC owns the global AML/CTF programme, sanctions framework, risk assessment methodology, and governance infrastructure across all global entities. As Airwallex scales into new markets and deepens its engagement with global regulatory bodies, we are building a world-class compliance organization capable of managing complex financial crime risks at scale. This is an environment where you will tackle high-impact challenges, shape global fintech risk strategies, and help establish foundations for long-term growth. What you'll do As Director, FCC Monitoring & Testing, you will shape and scale Airwallex's global financial crime compliance monitoring and testing framework, establishing a rigorous, data-driven second-line assurance function. You will lead a high-performing global team to independently validate the design and operating effectiveness of AML, Sanctions, and KYC/KYB controls across all production environments and establish a monitoring framework and associated metrics to support executive decisioning and ongoing maintenance of program and control operating effectiveness. You will work closely with the broader FCC organization, Product, Engineering, Operations, and regional leadership to turn testing insights into operational accountability, robust remediation, and a defensible compliance posture before global regulators and institutional banking partners. This role has a global mandate and can be based in the US or EMEA. Responsibilities: - Lead the strategic development, execution, and continuous evolution of Airwallex's Global FCC Monitoring & Testing Programme, establishing robust, risk-based testing methodologies and annual plans for independent second-line assurance. - Design comprehensive testing frameworks to validate core compliance controls across customer onboarding, periodic reviews, sanctions screening, transaction monitoring, and regulatory reporting workflows, ensuring coverage keeps pace with product and market expansion. - Oversee the ongoing FCC monitoring program, including establishment of KPIs and operating effectiveness metrics, and coordinating with the Head of FCC and AML & Sanctions Governance and Policy Lead to ensure transparency and escalation as appropriate within the FCC Governance & Risk Management Framework - Advance the transition from traditional sample reviews toward continuous, data-enabled assurance by leveraging data analytics, system logs, and automated testing scripts to evaluate compliance control performance at the population level. - Oversee the independent validation of system-encoded controls, including transaction monitoring thresholds, screening logic, and customer risk-rating models, ensuring systems function as intended without logic drift or hidden control gaps. - Translate complex testing outcomes and thematic trends into clear, decision-useful reporting for executive leadership and governance forums, providing constructive challenge to stakeholders and tracking the root-cause remediation of control deficiencies. - Represent the FCC monitoring and testing function during regulatory examinations, internal or external audits, and banking partner reviews, confidently defending testing methodologies and control evidence while scaling a technically fluent global team. Who you are We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory. Minimum qualifications: - Bachelor's degree in Finance, Accounting, Law, Information Systems, Business Administration, or a related quantitative/analytical discipline. - CAMS certification or an ICA International Diploma in Governance, Risk, and Compliance (or equivalent professional credential). - 12 to 15+ years of experience within FCC quality assurance, compliance monitoring, internal audit, or a related second/third-line control function inside a fintech, payments, or highly regulated banking environment. - At least 5+ years leading a global or multi-jurisdictional monitoring, testing, or control validation function at a senior level. - Deep technical knowledge of financial crime controls across transaction monitoring, sanctions/PEP screening, customer due diligence, and digital KYC/KYB workflows. - Proven mastery of risk-based testing methodologies, including scoping, sampling, design and operating effectiveness assessments, issue writing, and remediation validation. - A high-ownership, pragmatic approach, with excellent written communication and stakeholder management skills to challenge senior partners constructively and drive operational accountability. Preferred qualifications: - Advanced degree such as an MBA, Master's in Regulatory Compliance, Risk Management, or a related field. - Professional assurance or audit certifications such as CAMS-Audit, CISA, or CIA. - Deep fintech and platforms experience, including exposure to cloud-native, API-driven, high-growth global environments with significant cross-border transaction volume. - Strong data literacy, including comfort using SQL, Python, BI dashboards, or automated tools to support continuous control validation and population-based testing. - Experience partnering directly with Product, Data Science, and Engineering teams to validate automated rules, model-driven controls, and rapid deployments within an agile product lifecycle. 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. #BI-Hybrid