Account Manager, SME & Growth, AU

ABOUT AIRWALLEX Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 676,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own. We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific. We're co-headquartered in San Francisco and Singapore, with more than 2,300 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles https://www.airwallex.com/en-us/operating-principles to see it in full.   As an Account Manager, SME & Growth, you will own the commercial relationship for a portfolio of ambitious Australian businesses. You will help customers get more value from Airwallex by understanding their goals, increasing product adoption, strengthening relationships and identifying opportunities for sustainable growth. This is a strategic, consultative role combining account planning, customer engagement and end-to-end commercial ownership. You will work across Airwallex’s product suite, including business accounts, payments, spend management, treasury and API-enabled solutions. You will also partner closely with Sales, Customer Success, Product, Solutions, Operations, Risk and Compliance teams to deliver strong customer outcomes. This role is based in Sydney or Melbourne. Responsibilities: - Own and grow a portfolio of strategic SME and growth accounts, developing account plans that support retention, product adoption, relationship depth and revenue growth. - Build trusted, multi-threaded relationships with customer stakeholders, including founders, finance leaders, operators and other senior decision-makers. - Develop a deep understanding of each customer’s business model, industry, goals, pain points and growth plans, positioning Airwallex as a strategic partner. - Lead regular strategic customer engagements, including account planning sessions, business reviews and growth conversations. - Identify, develop and close upsell, cross-sell and expansion opportunities across Airwallex’s product suite. - Proactively manage opportunities through the full commercial cycle, from discovery and solution design through negotiation, close, implementation and revenue realisation. - Lead complex commercial negotiations, including bespoke commercial agreements, multi-product solutions and high-value expansion opportunities. - Translate customer needs into compelling, commercially viable solutions, working with internal experts to understand technical requirements and API or integration considerations. - Use customer, product and commercial data to prioritise your portfolio, identify product whitespace, build account strategies and develop effective QBRs. - Maintain disciplined pipeline management and accurate forecasting in Salesforce, ensuring opportunities, next steps, risks and close plans are visible and actionable. - Partner cross-functionally to resolve customer blockers, manage escalations and deliver a consistent customer experience. - Share customer insights, product feedback and market intelligence to help improve internal processes, enablement and product outcomes. Who you are We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory. Minimum qualifications: - 5+ years of experience in account management, relationship management or sales, ideally selling a technical product, SaaS platform, payments solution or other financial technology. - A proven track record of exceeding commercial targets and consistently delivering against revenue, gross profit or other relevant KPIs. - Strong consultative selling skills, with the ability to understand customer strategies and pain points, uncover opportunities and articulate compelling value propositions. - Demonstrated experience managing complex sales cycles, including upsell, cross-sell, renewal or expansion opportunities from identification through close. - Experience managing complex, multi-product accounts and developing account strategies that drive retention, adoption and expansion. - Strong analytical and strategic skills, with the ability to use data to prioritise accounts, identify opportunities and build effective account plans and QBRs. - Exceptional verbal and written English, with the ability to communicate confidently with technical, commercial and executive stakeholders. - Strong negotiation, problem-solving, networking, relationship-building and stakeholder management skills. - Resilience, a positive attitude and a strong bias towards action when navigating customer or internal blockers. - Strong technical aptitude, with the ability to understand complex product, integration and customer requirements. - Bachelor’s degree or equivalent professional experience. Preferred qualifications: - Experience working with customers in professional services, consulting, accounting, marketing, education, travel or healthcare. - Experience in fintech, payments, SaaS or another fast-growing technology business. - Familiarity with APIs, integrations or technical solution selling. - Experience managing or selling products such as payments, foreign exchange, business accounts, cards, expense management, bill pay or treasury. - Experience with Salesforce or a comparable CRM. - Experience leading commercial negotiations involving multiple products, senior stakeholders, procurement, legal or other review processes. - Experience using customer or transactional data to diagnose opportunities and improve account performance. - Comfort operating in a high-growth environment with evolving priorities, high standards and meaningful ownership. - A curious, commercially minded approach and a willingness to continuously deepen your product and industry knowledge. 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.