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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 the DACH Enterprise team as a founding member, helping to build the region's go-to-market strategy from the ground up. This is a quota-carrying role based in Munich with a hybrid work model (3 days per week in-office).
Key Responsibilities:
- Manage a portfolio of strategic enterprise customers, building trusted relationships across commercial, finance, operations, product, and technology stakeholders
- Grow gross profit from existing accounts and identify opportunities to increase adoption, retention, and expansion of Airwallex's product suite
- Build and execute strategic account plans covering customer objectives, stakeholder maps, risks, renewal plans, and 12-18 month growth opportunities
- Lead renewals, commercial negotiations, and upsell/cross-sell opportunities using data and customer insights to improve retention and Net Revenue Retention
- Run effective business reviews with senior customer stakeholders that demonstrate value, address risks, and align on future priorities
- Coordinate complex customer initiatives across Sales, Product Sales, Solutions Engineering, Product, Operations, KYC, Onboarding, Legal, Customer Success, and other teams
- Maintain accurate CRM records, opportunity tracking, and forecasts while sharing customer feedback to inform product and go-to-market improvements
Requirements:
- 8+ years of sales or account management experience, including managing complex enterprise or strategic customer relationships
- Proven track record of retaining and growing existing accounts through renewals, upsells, cross-sells, or expansion motions
- Experience managing multi-stakeholder customer relationships with senior commercial, finance, operations, product, or technology leaders
- Strong commercial, communication, and negotiation skills with ability to simplify complex topics and build trusted relationships
- Experience working cross-functionally to resolve customer issues, manage escalations, and deliver complex onboarding, implementation, or post-go-live initiatives
- Experience in fintech, payments, financial services, B2B SaaS, or technology environments with complex products (API-enabled products advantageous)
- Native German and English fluency required
Preferred Qualifications:
- Experience managing enterprise accounts in payments, FX, cross-border payments, treasury, cards, embedded finance, or financial infrastructure products
- Experience developing strategic account plans, leading QBRs or executive business reviews, and building C-level relationships
- Data-driven approach to account health, forecasting, renewal planning, and commercial prioritization with strong CRM discipline
- Curiosity, resilience, and entrepreneurial mindset with ability to operate in fast-growing environments and proactively solve complex problems
