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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, with 85+ licenses and operations across North America, Europe, the Middle East, and Asia-Pacific. Headquartered in San Francisco and Singapore with 2,300+ employees across 27 offices, Airwallex was founded in Melbourne in 2015.
As an Account Manager, 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:
- Owning and growing a portfolio of strategic SME and growth accounts with account plans supporting retention, adoption, relationship depth, and revenue growth
- Building trusted, multi-threaded relationships with founders, finance leaders, operators, and senior decision-makers
- Developing deep understanding of customer business models, industries, goals, pain points, and growth plans
- Leading strategic customer engagements including account planning sessions, business reviews, and growth conversations
- Identifying, developing, and closing upsell, cross-sell, and expansion opportunities across the product suite
- Managing opportunities through the full commercial cycle from discovery through implementation and revenue realization
- Leading complex commercial negotiations including bespoke agreements and multi-product solutions
- Translating customer needs into commercially viable solutions, working with internal experts on technical and integration requirements
- Using customer, product, and commercial data to prioritize portfolio, identify whitespace, and build effective QBRs
- Maintaining disciplined pipeline management and accurate forecasting in Salesforce
- Partnering cross-functionally to resolve blockers, manage escalations, and deliver consistent customer experience
- Sharing customer insights, product feedback, and market intelligence to improve internal processes and product outcomes
The role is based in Melbourne and requires close partnership with Sales, Customer Success, Product, Solutions, Operations, Risk, and Compliance teams.
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 consistently delivering against revenue, gross profit, or other relevant KPIs
- Strong consultative selling skills with ability to understand customer strategies, pain points, uncover opportunities, and articulate compelling value propositions
- Demonstrated experience managing complex sales cycles including upsell, cross-sell, renewal, or 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 customer or internal 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 another fast-growing technology business
- Familiarity with APIs, integrations, or technical solution selling
- Experience managing or selling products such as payments, foreign exchange, business accounts, cards, expense management, bill pay, or treasury
- Experience with Salesforce or comparable CRM
- Experience leading commercial negotiations involving multiple products, senior stakeholders, procurement, legal, or other 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 and willingness to continuously deepen product and industry knowledge
