Associate Growth Account Manager, ANZ

ABOUT AIRWALLEX Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 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 2,700 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.   HOW YOU'LL MAKE IMPACT As an Associate Growth Account Manager, SME & Growth, you’ll own the commercial relationship for a portfolio of ambitious ANZ businesses, helping customers get more value from Airwallex by increasing product adoption, strengthening relationships and identifying sustainable growth opportunities. You’ll combine account planning, customer engagement and end-to-end commercial ownership across Airwallex’s product suite, including business accounts, payments, spend management, treasury and API-enabled solutions. You’ll build trusted relationships with founders, finance leaders, operators and other senior decision-makers, while partnering with Sales, Customer Success, Product, Solutions, Operations, Risk and Compliance to deliver strong customer outcomes. You’ll identify, develop and close upsell, cross-sell and expansion opportunities; manage complex commercial negotiations; use customer, product and commercial data to prioritise your portfolio; and maintain disciplined pipeline management and accurate forecasting in Salesforce. This is a scaled, high-velocity role where you’ll manage a large book of business and create focused, repeatable ways to drive customer value and growth. You’ll work from our Bangalore, India office five days a week. WHAT WE'RE LOOKING FOR ESSENTIALS - 2+ years of experience in account management, relationship management or sales, ideally selling a technical product, SaaS platform, payments solution or other financial technology. Candidates with 5+ years of relevant experience are also encouraged to apply. - Experience managing a large book of business and driving growth across a high-volume portfolio (for example, 500–1,000+ accounts). - A proven track record of meeting or exceeding commercial targets and 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 sales cycles, including upsell, cross-sell, renewal or expansion opportunities from identification through close. - Experience managing multi-product accounts and developing account strategies that drive retention, adoption and expansion. - Strong analytical and commercial judgement, with the ability to use data to prioritise accounts, identify opportunities and plan effective customer engagement. - 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. - Curiosity about customers and their businesses, with the ability to ask thoughtful questions, understand underlying needs and connect those needs to practical solutions. - A resourceful, efficient approach to problem-solving, with resilience, a positive attitude and a strong bias towards action when navigating customer or internal blockers. - Bachelor’s degree or equivalent professional experience. PREFERRED - 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, and the aptitude to learn complex products and customer requirements. - 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. YOU'LL THRIVE HERE IF - You have a track record of hitting your numbers, and you’re motivated by stretch goals. - You enjoy working closely with people across multiple countries and time zones as part of one connected, global team, including flexing your hours occasionally to make that connection work. - You value in-person collaboration and are happy being in the office five days a week. - You own the outcome and don't wait for permission to fix what's broken. - You’re comfortable operating across time zones with a globally distributed team. - You stay curious about customers, take initiative to work through challenges and focus on making progress efficiently. LEARN MORE ABOUT YOUR TEAM SME & Growth at Airwallex is about more than closing deals. We help small and mid-market businesses solve real financial challenges across borders: getting paid globally, managing multi-currency accounts, paying suppliers, and running spend across markets from a single platform. You're not selling a feature. You're helping founders and finance leaders replace fragmented financial operations with one global system that actually scales. It's a function for sellers who like to build, not follow a script: curious, resourceful, and comfortable figuring things out in markets that are still wide open. You get real autonomy to create value, build relationships, and move opportunities forward. If you want to sell a serious product, solve real problems for ambitious businesses, and build your career fast, this is a place to do it. 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.