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Airwallex is an AI-native financial operating system serving over 675,000 businesses globally, including McLaren Racing, Qantas, SHEIN, and TikTok. The company provides regulated financial infrastructure for global payments, commerce, and financial operations across North America, Europe, the Middle East, and Asia-Pacific.
You will manage and grow a substantial portfolio of approximately 200 US-based small and medium-sized business accounts. Your primary responsibilities include:
- Building trusted relationships with founders, CFOs, CEOs, and other senior stakeholders to help customers achieve their financial goals.
- Driving product adoption and identifying high-impact upsell and cross-sell opportunities using customer insights, product knowledge, usage data, and account signals.
- Expanding customers' use of Airwallex solutions including FX, Cards, Online Payments, and other products that support their financial workflows.
- Partnering with Account Executives, Customer Success, Strategy and Operations, Marketing, Product, Risk, Support, and other internal teams to resolve customer challenges and improve the client experience.
- Acting as the voice of the customer by sharing emerging needs, product feedback, and operational issues to improve Airwallex's products and processes.
The role is based in San Francisco or New York City with a hybrid arrangement requiring three days per week in the office. You'll work in a fast-paced, high-growth environment where you have real autonomy to create value, build relationships, and move opportunities forward. This is a role for sellers who like to build rather than follow a script—curious, resourceful, and comfortable figuring things out in markets that are still wide open.
REQUIREMENTS:
Essentials:
- 4+ years of account management or software sales experience in technology, SaaS, fintech, payments, or a related industry.
- Strong sales skills, including value-based solution selling, commercial judgment, and the ability to navigate complex sales cycles.
- Demonstrated success managing a substantial book of business and driving revenue growth through account expansion, upselling, cross-selling, or product adoption.
- Strong communication and relationship-building skills, with the ability to build trust and present effectively to CFOs, CEOs, and other senior stakeholders.
- Experience using Salesforce or another CRM, together with spreadsheets, dashboards, or similar tools to organize account data, prioritize opportunities, and manage customer activity.
- Bachelor's degree or equivalent professional experience.
Preferred:
- Experience in fintech, payments, financial services, API sales, or other technology serving merchants and internationally operating businesses.
- Experience acting as a strategic payments or financial technology advisor, using data and customer insight to explain business value and influence customer decisions.
- Strong analytical and problem-solving skills, with an organized and methodical approach to managing a high-volume portfolio.
- Proven ability to work with ownership, curiosity, and a customer-first mindset in a fast-paced, high-growth environment, including the ability to figure things out and collaborate across functions.
