Account Manager, 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.

About the role

As an Airwallex Account Manager, you will build relationships with our existing customers to ensure they are receiving the tools and support needed to achieve their goals. You will be the bridge between the customer and the Airwallex team and will have an in-depth understanding of the customer’s needs and goals and how Airwallex can support them. You will be working in an incredibly fast paced, scaling environment and providing resources across the EMEA business at a senior level, evaluating and scaling Account Management strategy and working closely with Sales, Marketing and Operations Leadership.

Our UK team is growing, we are currently 110+ employees, working in a hybrid work environment with 3 days per week required in our London Office @wells&more - GPE, Fitzrovia.

What you'll do

- Own and grow a portfolio of strategic accounts, developing account plans, increasing product adoption, deepening relationships, and driving expansion through regular strategic customer engagements.

- Identify, develop, and close upsell and expansion opportunities, proactively managing opportunities through the sales cycle from identification to close and revenue realisation.

- Act as a trusted advisor to customers, understanding their business, industry, and goals to help them maximise the value of Airwallex and identify opportunities to support their growth.

- Lead complex commercial negotiations, including bespoke commercial agreements, multi product solutions, and high-value expansion opportunities.

- Translate customer needs into solutions, with the ability to understand technical requirements and work across multiple products to develop compelling, commercially viable solutions.

- Operate with ownership and agility, demonstrating the ability to work independently, navigate ambiguity, and adapt quickly in a fast-paced and rapidly changing environment.

- Demonstrate a strong track record of performance and a passion for technology, consistently achieving or exceeding KPIs and revenue targets while maintaining the curiosity to understand and articulate the value of an evolving technology landscape.

What you bring

- 2+ years of experience in account management or sales, ideally selling a technical product, with a proven track record of top performance.

- Strong consultative selling skills, with the ability to manage complex sales cycles, understand customer strategies and pain points, and articulate compelling value propositions. Experience with structured sales methodologies such as MEDDPICC is preferred.

- Proven track record of exceeding targets, with demonstrated success in high target, high pace environments and consistently delivering against commercial KPIs and revenue goals.

- Strong analytical and strategic skills, with the ability to use data to develop account strategies, identify opportunities, and build effective QBRs and account plans.

- Experience managing complex, multi-product accounts, including developing and executing strategic account plans to drive retention, adoption, and expansion.

- Exceptional communication skills, with strong verbal and written English and the ability to communicate effectively with both technical and commercial stakeholders.

- Strong problem-solving, networking, and relationship-building skills, combined with resilience, a positive attitude, and a strong bias towards action when navigating blockers.

- Strong technical aptitude, with the ability to understand complex technical problems and requirements. Solid understanding of APIs is preferred.

- Bachelor’s degree or equivalent.

- Startup and/or fintech experience preferred.

- Experience with Salesforce highly regarded.

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.