Manager, Account Management, SME & Growth

ABOUT AIRWALLEX Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 250,000 businesses worldwide – including Brex, Navan, Qantas, SHEIN and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale. Proudly founded in Melbourne, we have a team of over 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us.   ATTRIBUTES WE VALUE We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles https://www.airwallex.com/us/operating-principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor. You're humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next.   As Manager, Account Management at Airwallex, you'll lead a team of account managers who own and grow our highest-potential client portfolios. This role blends industry and account strategy with people leadership — you'll set standards and coach your team to deepen client relationships, understand industry trends and insights, qualify account potential and drive product adoption across our full suite of products. You'll work cross-functionally with sales, product, operations, marketing, and strategy to build playbooks, sharpen customer journeys, and bring what you learn from clients back into the business. The ideal candidate combines account management or business development skills with proven people leadership, plus the hustle and creativity to build new approaches in a fast-moving environment. RESPONSIBILITIES - Lead and develop the team: set high expectations, manage, coach, and grow a team of account managers — setting goals, reviewing performance, and building their skills in consultative selling and account planning. - Drive portfolio growth: set strategy and priorities to expand Airwallex's footprint, strengthen client relationships, and grow wallet share across the team's combined portfolio. - Shape playbooks: identify workflows, pain points, and product opportunities across the team's client base, and turn them into repeatable playbooks. - Bring back market intelligence: share insights on industry trends, competitors, and emerging client behaviours with commercial leadership. - Guide account strategy: support the team in understanding each client's business, transaction trends, and operational needs, so they can advise on the right payment, FX, and workflow setup. - Maximise wallet share: use data and consultative selling to drive adoption across payments, collections, transfers, cards, yield, and workflow automation. - Educate and activate clients: help the team teach clients how to get the most out of Airwallex to streamline operations and improve margins. - Champion customer needs: advocate internally for a better product fit for account management clients. - Collaborate cross-functionally: partner with product, ops, and marketing to run pilots, refine messaging, and improve platform usage. REQUIREMENTS - 7-10 years' experience in account management, business development, or a similar commercial role, ideally in payments, fintech, or a high-growth company - 3-5 years leading a team directly, ideally in a 0 to 1 or rapid growth phase - Hustler mentality: scrappy, persistent, and comfortable working in ambiguity - Creative problem solver who can build new approaches for complex client needs - Strong commercial intuition, with the ability to map payment flows and spot revenue opportunities. - Relationship-first mindset, with the ability to build trust across multi-stakeholder environments, internally and externally - Excellent communication skills — clear, structured, and persuasive - Experience in fintech or high-growth startups APPLICANT SAFETY POLICY: FRAUD AND THIRD-PARTY RECRUITERS To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com http://airwallex.com email address. Please apply only through careers.airwallex.com http://careers.airwallex.com or our official LinkedIn page. Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary. EQUAL OPPORTUNITY Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.