Account Manager, SME & Growth, HK (Team Expansion)

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.   WHAT YOU’LL DO As an Account Manager in our Hong Kong SME & Growth team, you will own a portfolio of existing customers and operate with a strong hunter mindset to uncover, qualify and close expansion opportunities. This is a commercially focused growth role responsible for increasing revenue, deepening product adoption and building senior customer relationships across your book of business. You will use customer, product and transaction signals to identify where Airwallex can solve bigger problems for clients, then move quickly to convert those signals into pipeline and revenue. You will partner closely with sales, product, operations, risk, marketing and strategy to deliver strong commercial outcomes and a high-quality customer experience. This role is based in Hong Kong. RESPONSIBILITIES - Own revenue growth across an assigned portfolio of SME & Growth customers by identifying and closing upsell, cross-sell, reactivation and expansion opportunities across Airwallex’s product suite. - Build deep relationships with founders, business owners, finance leaders and other senior stakeholders, including C-level decision-makers where relevant, to understand customer needs, commercial priorities and growth plans. - Proactively use customer, product and transaction signals to identify high-potential opportunities, commercial risks and whitespace for expansion, and act on them quickly. - Run high-urgency, multi-channel outreach to decision-makers through phone, email and other appropriate channels to generate conversations and progress deals. - Own a disciplined pipeline in Salesforce, including opportunity management, forecasting, activity tracking and conversion performance. - Lead commercial conversations, solutioning and negotiations across multi-stakeholder sales cycles, with a clear focus on value creation and revenue outcomes. - Partner cross-functionally with product, engineering, operations, finance, risk and marketing to solve customer problems, remove blockers and share market feedback. - Act as a trusted advisor to customers by helping them understand how to get more value from Airwallex and expand their use of the platform. REQUIREMENTS - 3+ years of quota-carrying B2B sales, account management or commercial growth experience in fintech, payments, SaaS or another complex technology environment. - A strong hunter mindset with a proven track record of growing revenue through proactive outreach, opportunity creation and closing within an existing customer base. - Experience selling to SME and/or mid-market businesses and confidence engaging founders, owners, finance leaders and C-level stakeholders. - Strong commercial judgment and the ability to run structured discovery, solution selling and negotiations across complex or multi-product sales cycles. - Payments experience is highly preferred. Experience selling complex technology products is also highly valued. - Strong verbal and written communication skills in Cantonese and English. - A data-driven approach to managing pipeline and performance, with experience using Salesforce or a similar CRM to forecast and drive execution. - Strong stakeholder management and collaboration skills, with the ability to work effectively across multiple internal functions. - A practical problem solver who can interpret customer data, usage trends and commercial signals to turn complexity into action. #HongKong 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.