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Airwallex is a unified payments and financial platform serving over 250,000 businesses globally, including Brex, Rippling, Navan, and Qantas. 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 Sequoia, Visa, and Mastercard, Airwallex operates across 27 offices with 2,300+ employees.
In this role, you will own a portfolio of Singapore-based wholesale, trading, and manufacturing clients—importers, exporters, distributors, and B2B manufacturers engaged in cross-border commerce. Your primary focus is growing gross profit on your book by defending and expanding FX and Global Accounts volume, identifying cross-sell opportunities beyond core money-movement products, and serving as the trusted advisor when clients face operational challenges.
Key responsibilities include: owning revenue and gross profit targets (primarily Global Treasury FX conversions and Global Accounts fees); running pricing end-to-end, building rate cases and defending margins while trading concessions for volume or additional products; mapping each client's trade flow to identify next-product opportunities; holding your own in competitive accounts by understanding trade finance mechanics (letters of credit, FX forwards, trade financing) and knowing where Airwallex genuinely wins versus where competitors rely on habit; cross-selling beyond FX into online collections, cards, expense management, batch payouts, and scheduled conversions; owning client relationships through operational and compliance events (KYC refreshes, payment investigations); building relationships with founders and finance heads, many preferring Mandarin-language, in-person engagement; partnering with Compliance, Financial Operations, Product, and Support teams; and maintaining accurate forecasts in Salesforce.
You bring at least 5 years in account management, relationship management, commercial banking, or B2B sales with demonstrated success carrying and hitting revenue or GP targets on an existing book. You can run commercial negotiations independently, holding price under pressure and structuring trade-offs without escalation. You have working knowledge of letters of credit, FX forwards, hedging, and trade/invoice financing—not to sell them, but to understand which parts of a client's flow are genuinely bank-dependent versus habit-driven. You're comfortable with operationally heavy clients, absorbing issues, investigating thoroughly, and returning with clear answers. You possess commercial curiosity about supply chains, payment terms, margins, and working capital. Strong numeracy allows you to read transaction and margin data and form views on where money flows. Business-level fluency in both English and Mandarin is essential, as a significant portion of the book comprises Chinese-speaking, founder-led SMEs with China-based counterparties. You are resilient, optimistic, and self-directed.
Nice-to-have qualifications include direct FX pricing or treasury product exposure (bank FX desk, cross-border payments provider, or treasury function), knowledge of trade documentation and mechanics (incoterms, LCs, telegraphic transfers, freight and duty flows), a network within Singapore's trading, wholesale, or manufacturing community, and fintech or high-growth experience with Salesforce proficiency.
