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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 provides integrated solutions for business accounts, payments, spend management, treasury, and embedded finance at scale. Founded in Melbourne with 2,300+ employees across 27 offices worldwide, Airwallex is valued at US$11 billion and backed by leading investors including T. Rowe Price, Visa, Mastercard, Sequoia, and Salesforce Ventures.
As an Account Manager for SME & Growth, you will own the commercial relationship for a portfolio of ambitious Australian businesses. This is a strategic, consultative role combining account planning, customer engagement, and end-to-end commercial ownership across Airwallex's full product suite (business accounts, payments, spend management, treasury, and API-enabled solutions).
Key responsibilities include: developing and executing account plans that drive retention, adoption, relationship depth and revenue growth; building multi-threaded relationships with founders, finance leaders, and senior decision-makers; conducting deep discovery of customer business models, industries, goals and pain points; leading strategic customer engagements including account planning sessions and business reviews; identifying and closing upsell, cross-sell and expansion opportunities; managing complex commercial negotiations for bespoke agreements and multi-product solutions; translating customer needs into commercially viable solutions with internal technical experts; using customer and product data to prioritize portfolio and build effective QBRs; maintaining disciplined pipeline management and forecasting in Salesforce; partnering cross-functionally to resolve blockers and escalations; and sharing customer insights and market intelligence to improve internal processes and product outcomes.
You will work closely with Sales, Customer Success, Product, Solutions, Operations, Risk and Compliance teams to deliver strong customer outcomes. The role is based in Sydney or Melbourne.
REQUIREMENTS:
Minimum qualifications:
- 5+ years of experience in account management, relationship management or sales, ideally selling technical products, SaaS platforms, payments solutions or financial technology
- Proven track record of exceeding commercial targets and delivering against revenue, gross profit or relevant KPIs
- Strong consultative selling skills with ability to understand customer strategies, pain points, and articulate compelling value propositions
- Demonstrated experience managing complex sales cycles including upsell, cross-sell, renewal and expansion opportunities from identification through close
- Experience managing complex, multi-product accounts and developing account strategies that drive retention, adoption and expansion
- Strong analytical and strategic skills with ability to use data to prioritize accounts, identify opportunities and build effective account plans and QBRs
- Exceptional verbal and written English with ability to communicate confidently with technical, commercial and executive stakeholders
- Strong negotiation, problem-solving, networking, relationship-building and stakeholder management skills
- Resilience, positive attitude and strong bias towards action when navigating blockers
- Strong technical aptitude with ability to understand complex product, integration and customer requirements
- Bachelor's degree or equivalent professional experience
Preferred qualifications:
- Experience working with customers in professional services, consulting, accounting, marketing, education, travel or healthcare
- Experience in fintech, payments, SaaS or fast-growing technology businesses
- Familiarity with APIs, integrations or technical solution selling
- Experience managing or selling payments, foreign exchange, business accounts, cards, expense management, bill pay or treasury products
- Experience with Salesforce or comparable CRM
- Experience leading commercial negotiations involving multiple products, senior stakeholders, procurement, legal or review processes
- Experience using customer or transactional data to diagnose opportunities and improve account performance
- Comfort operating in high-growth environment with evolving priorities, high standards and meaningful ownership
- Curious, commercially minded approach with willingness to continuously deepen product and industry knowledge
