Account Manager, Japan

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.   About the team The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers. What you'll do The Account Manager role is a key sales role at Airwallex. This role will work within our SME team on a book size of 150-300 customer accounts. You will work cross-functionally, engaging with many teams across the wider Airwallex team, including sales, product, engineering, marketing, finance, and strategy. This role will predominantly focus on upselling, cross-selling & building multi-stakeholder relationships with your portfolio of customers. Responsibilities: - Build deep relationships with your portfolio to best understand customer needs & provide value-based solutions utilising our range of products and services. - Achieve revenue targets by focusing on input metrics to deliver the relevant outputs. We have a framework that works, but we also want this individual to bring themself to the role & drive success in how it best works for them utilising the best tools available - Forecast & build out a pipeline within Salesforce to accurately track numbers for the business to understand how/when/what success you’re driving. - Build relationships with internal stakeholders to share customer insights & help build out the roadmap of products from this. Who you are - You have Account Management experience - at least 3 years of B2B experience managing and growing technology/fintech relationships with a large book of accounts. - You have worked previously with complex sales, feeling comfortable selling to C-level executives. - You are a relationship builder – you build meaningful, collaborative relationships with all you work with internally and externally. - You have exceptional communication skills and are comfortable conversing with people of all backgrounds and domains. - You are a problem solver – you look for creative solutions, understand new products, and ask the right questions before figuring out a solution. You can easily simplify complexity for others. - You want to build something great – you should be resilient, driven, creative, patient but persistent, adaptable, and work well under pressure. - You are success-oriented and hold yourself accountable for delivering key outcomes, including KPIs and revenue targets. - You are technically minded and have prior experience working in API B2B sales or account management for a similar organisation. AIRWALLEXについて Airwallexは、グローバル企業向けの統合型決済・金融プラットフォームです。独自開発のインフラとソフトウェアを基盤に、世界250,000社以上の企業に対し、ビジネスアカウント、決済、支出管理、資金管理、Embedded Financeなどのソリューションを提供しています。 2015年にオーストラリア・メルボルンで創業し、現在は世界27拠点、2,300名以上のメンバーが活躍しています。Airwallexは世界中の企業が国境を越えて成長できる金融インフラの構築を目指しています。   チームについて AirwallexのSME & Growth Businessチームは、中小企業（SME）がグローバル市場で成長するための支援を行う営業組織です。金融領域における深い専門知識と成長志向を組み合わせ、お客様の課題を理解しながら、クロスボーダー決済の効率化や新たな収益機会の創出を支援しています。 ポジション概要 Account Managerは、Airwallexの成長を支える重要な営業ポジションです。 本ポジションでは、SMEチームの一員として約150〜300社の既存顧客ポートフォリオを担当し、顧客との長期的な関係構築を通じて事業拡大を推進していただきます。 営業、プロダクト、エンジニアリング、マーケティング、ファイナンス、戦略など社内のさまざまなチームと連携しながら、お客様への価値提供を最大化していきます。主にアップセル、クロスセル、ならびに複数の意思決定者との関係構築を担っていただくポジションです。 主な業務内容 - 担当顧客との強固なリレーションシップを構築し、顧客ニーズを深く理解した上で最適なソリューションを提案 - Airwallexの幅広いプロダクト・サービスを活用し、アップセルおよびクロスセルを推進 - 担当ポートフォリオにおける売上目標の達成 - Salesforceを活用した営業パイプライン管理および売上予測の作成 - 顧客の利用状況や課題を分析し、事業成長に向けた提案活動を実施 - 社内ステークホルダーと連携し、顧客フィードバックや市場インサイトをプロダクト開発や事業戦略へ共有 - 顧客満足度向上およびリテンション強化に向けた施策の推進 - オンボーディングから利用拡大まで、顧客ライフサイクル全体をサポート 応募資格 必須要件 - 3年以上のアカウントマネジメント経験 - FinTech、SaaS、テクノロジー業界などにおいて、多数の法人顧客を担当した経験 - 複雑なソリューション営業や提案型営業の経験 - 経営層（C-Level）との折衝・提案経験 - 優れたコミュニケーション能力およびプレゼンテーション能力 - 社内外の関係者と良好な関係を構築できる高い対人スキル - 課題解決能力が高く、複雑な内容を分かりやすく整理・説明できる方 - 高い目標達成意欲を持ち、KPIや売上目標に対して責任感を持って取り組める方 - 日本語（ネイティブレベル）および英語（ビジネスレベル）でのコミュニケーション能力 - 変化の速い環境に柔軟に対応し、自律的に業務を推進できる方 歓迎要件 - FinTech、決済、SaaS業界でのアカウントマネジメント経験 - APIプロダクトの営業またはアカウントマネジメント経験 - スタートアップや急成長企業での勤務経験 - SalesforceなどCRMツールの利用経験 - クロスボーダー決済や金融サービスに関する知識 - 複数の部門を巻き込みながらプロジェクトを推進した経験 求める人物像 - オーナーシップを持って主体的に行動できる方 - 学習意欲が高く、新しいプロダクトや市場知識を積極的に吸収できる方 - 困難な状況でも粘り強く成果を追求できる方 - スピード感のある環境で成長したい方 - グローバルなチームで活躍しながらキャリアを広げたい方 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.