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Airwallex is a unified payments and financial platform serving over 250,000 businesses globally, including Brex, Navan, Qantas, and SHEIN. The company offers 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 with over 2,300 employees.
You will join as a founding member of the Account Management team in France, owning a portfolio of 50+ SME accounts recently signed by the sales team. Your primary mission is to drive expansion revenue through upsell and cross-sell strategies, maximize Net Revenue Retention (NRR), and ensure deep product adoption across your portfolio.
Key responsibilities include:
- Developing and executing upsell and cross-sell strategies to exceed quarterly expansion targets and revenue KPIs
- Becoming a power-user of the Airwallex platform and acting as a product advisor, recommending optimal API configurations and feature sets based on clients' technical requirements
- Managing a high-volume portfolio of 50+ accounts using a structured framework to identify and capitalize on growth opportunities
- Partnering with Product and Engineering teams to translate customer requirements into actionable product roadmaps and advocating for French market needs
- Building and refining the Account Management playbook for France to ensure scalable onboarding and activation processes
- Proactively monitoring account health and product usage metrics to mitigate churn and ensure long-term platform loyalty
You will serve as a critical bridge between customers and internal product teams, translating client needs into innovative solutions and helping shape the go-to-market approach in France.
REQUIREMENTS:
Minimum qualifications:
- Native or bilingual fluency in French and professional proficiency in English
- At least 5 years of Account Management or Sales experience managing SME or Mid-Market portfolios
- Deep understanding of Fintech or Payments (card issuing, acquiring, FX, or global payment rails is a significant plus)
- Proven track record of meeting and exceeding sales or upsell targets with a revenue-driven mindset
- Strong operational rigor with the ability to multi-task and prioritize across 50+ accounts
- Product-first mindset and comfort discussing API documentation, payment flows, and technical integrations with both CFOs and technical stakeholders
Preferred qualifications:
- Self-starter with problem-solving mindset and passion for building new markets from the ground up
- Experience advocating for customer needs to influence product development
- Prior experience in a fast-growing or startup fintech environment
- Demonstrated ability to navigate complex customer portfolios and prioritize for greatest impact
