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Airwallex is a unified payments and financial platform serving over 250,000 global businesses including Brex, Navan, Qantas, and SHEIN. The company combines proprietary infrastructure with software to deliver integrated solutions for business accounts, payments, spend management, treasury, and embedded finance at scale. Valued at $11 billion and backed by leading investors including T. Rowe Price, Visa, Mastercard, and Sequoia, Airwallex operates across 27 offices globally with 2,300+ employees.
As an Account Manager for SME & Growth in the London office, you will own and grow a strategic portfolio of existing customer accounts, serving as the bridge between customers and the Airwallex team. Your responsibilities include developing comprehensive account plans, increasing product adoption, deepening customer relationships, and driving expansion revenue through regular strategic engagements. You will identify and close upsell and expansion opportunities, managing complex sales cycles from identification through revenue realization.
You will act as a trusted advisor, understanding each customer's business, industry, and goals to help them maximize Airwallex value and identify growth opportunities. This includes leading complex commercial negotiations for bespoke agreements, multi-product solutions, and high-value expansions. You'll translate customer needs into solutions, understanding technical requirements and coordinating across multiple products to develop commercially viable offerings.
The role requires operating with ownership and agility in a fast-paced, scaling environment. You'll work at a senior level across the EMEA business, evaluating and scaling Account Management strategy while collaborating closely with Sales, Marketing, and Operations Leadership. The London team is 110+ employees, working hybrid with three days per week required in the office at Wells & More in Fitzrovia.
You bring 2+ years of account management or sales experience, ideally with technical products and a proven track record of top performance. Strong consultative selling skills, experience with structured methodologies like MEDDPICC, and a demonstrated ability to exceed targets in high-pace environments are essential. You have strong analytical and strategic skills, using data to develop account strategies and build effective QBRs. Experience managing complex, multi-product accounts and developing strategic plans for retention, adoption, and expansion is required.
Exceptional communication skills in English, strong problem-solving and relationship-building abilities, and technical aptitude—including understanding of APIs and complex technical requirements—are critical. A Bachelor's degree is required. Startup and fintech experience is preferred, as is proficiency with Salesforce.
