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Airwallex is an AI-native financial operating system serving over 676,000 businesses globally, including McLaren Racing, Qantas, SHEIN, and TikTok. The company provides regulated financial infrastructure for global payments and commerce, operating across North America, Europe, the Middle East, and Asia-Pacific with 2,300+ employees across 27 offices.
As Manager of Account Management, you will lead a high-performing team of Account Managers while serving as a player-coach managing a small portfolio of high-value customers. You'll drive commercial outcomes through revenue growth, retention, and strategic customer relationships.
Key responsibilities include:
- Leading, coaching, and developing Account Managers through hiring, onboarding, and performance management
- Owning commercial outcomes across your portfolio, driving revenue growth via cross-sell, upsell, and expansion while managing retention and churn
- Defining and executing account management strategy in partnership with regional leadership
- Acting as executive sponsor for strategic customers, building senior stakeholder relationships
- Leading structured portfolio reviews and WBRs using data-driven insights
- Partnering cross-functionally with Sales, Product, Solutions Engineering, Marketing, Finance, and Operations to deliver exceptional customer experiences
- Using customer feedback and data to identify trends, surface product gaps, and influence Product priorities
- Owning portfolio forecasting and reporting across revenue, pipeline, risk, and customer health
- Contributing to territory planning and coverage models as the organization scales
REQUIREMENTS:
- Minimum 5+ years of relevant working experience
- 3+ years in account management, including managing complex, multi-stakeholder accounts (ideally in payments, fintech, SaaS, or B2B technology)
- 2+ years leading and developing Account Managers or similar commercial teams (ideally in high-growth or scale-up environments)
- Proven track record of meeting or exceeding revenue targets
- Strong commercial acumen with experience in negotiations, renewals, commercial structures, and executive-level conversations
- Strategic and analytical mindset with ability to analyze customer data, market trends, and product usage to identify growth opportunities
- Bachelor's degree or equivalent qualification
PREFERRED QUALIFICATIONS:
- Experience in payments, FX, card issuing, treasury, or financial platforms
- Experience in B2B software or complex technology solutions
