Manager, Account Management, SME & Growth

ABOUT AIRWALLEX

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 676,000 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 2,300 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 Manager, Account Management at Airwallex, you'll lead a team of account managers who own and grow our highest-potential client portfolios. This role blends industry and account strategy with people leadership — you'll set standards and coach your team to deepen client relationships, understand industry trends and insights, qualify account potential and drive product adoption across our full suite of products.

You'll work cross-functionally with sales, product, operations, marketing, and strategy to build playbooks, sharpen customer journeys, and bring what you learn from clients back into the business. The ideal candidate combines account management or business development skills with proven people leadership, plus the hustle and creativity to build new approaches in a fast-moving environment.

RESPONSIBILITIES

- Lead and develop the team: set high expectations, manage, coach, and grow a team of account managers — setting goals, reviewing performance, and building their skills in consultative selling and account planning.

- Drive portfolio growth: set strategy and priorities to expand Airwallex's footprint, strengthen client relationships, and grow wallet share across the team's combined portfolio.

- Shape playbooks: identify workflows, pain points, and product opportunities across the team's client base, and turn them into repeatable playbooks.

- Bring back market intelligence: share insights on industry trends, competitors, and emerging client behaviours with commercial leadership.

- Guide account strategy: support the team in understanding each client's business, transaction trends, and operational needs, so they can advise on the right payment, FX, and workflow setup.

- Maximise wallet share: use data and consultative selling to drive adoption across payments, collections, transfers, cards, yield, and workflow automation.

- Educate and activate clients: help the team teach clients how to get the most out of Airwallex to streamline operations and improve margins.

- Champion customer needs: advocate internally for a better product fit for account management clients.

- Collaborate cross-functionally: partner with product, ops, and marketing to run pilots, refine messaging, and improve platform usage.

REQUIREMENTS

- 7-10 years' experience in account management, business development, or a similar commercial role, ideally in payments, fintech, or a high-growth company

- 3-5 years leading a team directly, ideally in a 0 to 1 or rapid growth phase

- Hustler mentality: scrappy, persistent, and comfortable working in ambiguity

- Creative problem solver who can build new approaches for complex client needs

- Strong commercial intuition, with the ability to map payment flows and spot revenue opportunities.

- Relationship-first mindset, with the ability to build trust across multi-stakeholder environments, internally and externally

- Excellent communication skills — clear, structured, and persuasive

- Experience in fintech or high-growth startups

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 http://airwallex.com email address. Please apply only through careers.airwallex.com http://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.