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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, cross-border transactions, and multi-currency operations across North America, Europe, the Middle East, and Asia-Pacific.
As an Account Manager in the SME & Growth team, you will manage and expand a portfolio of approximately 200 US-based small and medium-sized enterprise customers. This role combines consultative account management with revenue growth responsibility, focusing on helping founders, CFOs, and finance leaders solve real cross-border financial challenges.
Key responsibilities include:
- Identifying and converting upsell and cross-sell opportunities using customer feedback, usage data, and account signals to prioritize high-impact expansion opportunities
- Managing a diverse portfolio of US-based accounts, including businesses operating across multiple countries, and developing deep understanding of each customer's goals and financial workflows
- Serving as the platform expert, helping customers maximize value from core products (FX, Cards, Online Payments) and additional solutions
- Building lasting relationships with C-suite and founder-level stakeholders through consultative conversations, regular business reviews, and outcome-focused engagement
- Partnering cross-functionally with Account Executives, Customer Success, Strategy & Operations, Marketing, Product, Risk, and Support teams to resolve challenges and improve platform utilization
- Acting as the voice of the customer internally, communicating emerging needs, product feedback, and opportunities for improvement
The role is hybrid with 3 days per week in-office (SF or NYC). You will work in a fast-paced, high-growth environment where autonomy and resourcefulness are valued. This is a role for sellers who enjoy building relationships and solving complex problems, not following scripts.
REQUIREMENTS:
Minimum qualifications:
- 4+ years of account management or software sales experience in technology, SaaS, fintech, payments, or related industry
- Strong sales skills including value-based solution selling, commercial judgment, and 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 ability to build trust and present effectively to CFOs, CEOs, and senior stakeholders
- Experience using Salesforce or another CRM, plus spreadsheets, dashboards, or similar tools to organize account data, prioritize opportunities, and manage customer activity
- Bachelor's degree or equivalent professional experience
Preferred qualifications:
- Experience in fintech, payments, financial services, API sales, or technology serving merchants and internationally operating businesses
- Experience as a strategic payments or financial technology advisor, using data and customer insight to explain business value and influence decisions
- Strong analytical and problem-solving skills with organized, methodical approach to managing high-volume portfolios
- Proven ability to work with ownership and curiosity in fast-paced, high-growth environment with cross-functional collaboration
