Director, Account Management, SME & Growth, CN

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 team

The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers

What you’ll do

As the Director, Account Management, SME & Growth, CN you will be the strategic architect of our post-sale growth engine. Leading a department of 25+ professionals through a layer of four direct managers, you will define the GTM strategy for product adoption across our existing customer base. You aren't just managing accounts; you are building the systems, culture, and leadership bench that will deliver exceptional commercial outcomes and scale our SME & Growth segment. This role is based in Shenzhen or Shanghai/Hangzhou.

This role is based in Shenzhen, Shanghai or Hangzhou.

Responsibilities:

- Leadership of Leaders: Lead, coach, and scale a high-performing organization of 25+ Account Managers and CSMs by directly managing and developing Team Leads/Managers.

- Develop and execute the GTM strategy to drive product adoption, revenue growth, and customer retention within the SME & Growth segment.

- Build and maintain strong relationships with key clients, serving as a trusted advisor and ensuring Airwallex solutions deliver transformational value.

- Collaborate cross-functionally with Product, Engineering, Marketing, and Revenue Operations to translate customer needs into product improvements and GTM initiatives.

- Set and report on team goals focused on revenue, product penetration, and customer satisfaction; track KPIs and implement training programs to enhance performance.

- Anticipate and resolve client issues, mitigate risks to satisfaction and retention, and act as the escalation point for complex challenges.

- Champion Airwallex’s operating principles and values, acting as a role model and culture carrier across the business.

Who you are

We're looking for people who meet the minimum qualifications for this role. The preferred qualifications are great to have, but are not mandatory.

Minimum qualifications:

- 12+ years of sales or account management experience, with at least 8 years in leadership roles, ideally in fintech, payments, consulting, or investment banking.

- Proven track record of building and leading high-performing teams to achieve ambitious commercial targets in a high-growth environment.

- Highly analytical, with the ability to drive strategic planning, evaluate data, and make informed decisions.

- Deep understanding of the fintech and payments ecosystem, including relevant regulations and digital transformation trends.

- Exceptional communication, negotiation, and stakeholder management skills, with experience engaging C-level executives.

- Experience developing and executing GTM strategies, driving product adoption, and managing complex client portfolios.

- Bachelor’s degree required; advanced degree in business, finance, or a related field is a plus.

Preferred qualifications:

- Experience in consulting, investment banking, or high-growth technology environments.

- Technical proficiency with CRM and analytics tools (e.g., Salesforce, LookerI, SQL).

- Experience with API-based or SaaS product sales.

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.