Account Manager, SME & Growth

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 2,300 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. ABOUT THE TEAM SME & Growth at Airwallex is about more than closing deals. We help small and medium-sized enterprises (SMEs) 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. WHAT YOU'LL DO Airwallex is looking for an Account Manager to manage and grow a substantial portfolio of US-based small and medium customers. You will build trusted relationships with founders, CFOs, CEOs, and other senior stakeholders while helping customers maximize the value of Airwallex's global financial platform. You will use customer insight, product knowledge, and account data to increase product adoption, identify expansion opportunities, and support smooth ongoing operations. This role combines consultative account management, revenue growth, customer advocacy, and cross-functional problem solving across a diverse portfolio of approximately 200 accounts. We are a hybrid working environment with 3 days per week in the office (SF, NYC). RESPONSIBILITIES:

• Identify and convert upsell and cross-sell opportunities within existing accounts by using customer feedback, usage data, and account signals to prioritize the highest-impact opportunities.
• Manage a diverse book of approximately 200 US-based accounts, including businesses that operate across multiple countries, and develop a clear understanding of each customer's goals, operating model, and financial workflows.
• Serve as the go-to expert on the Airwallex platform, helping customers maximize the value of core products and adopt additional solutions such as FX, Cards, Online Payments, and other relevant products.
• Build lasting relationships with CFOs, CEOs, founders, and other key decision makers through consultative conversations, regular business reviews, and ongoing engagement focused on customer outcomes.
• Partner with Account Executives, Customer Success, Strategy and Operations, Marketing, Product, Risk, Support, and other internal teams to resolve customer challenges, improve the client experience, and maximize platform utilization.
• Act as the voice of the customer internally by communicating emerging needs, product feedback, operational issues, and opportunities to improve Airwallex's products and processes. 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:
• 4+ years of account management or software sales experience in technology, SaaS, fintech, payments, or a related industry.
• Strong sales skills, including value-based solution selling, commercial judgment, and the ability to navigate complex sales cycles.
• Demonstrated success managing a substantial book of business and driving revenue growth through account expansion, upselling, cross-selling, or product adoption.
• Strong communication and relationship-building skills, with the ability to build trust and present effectively to CFOs, CEOs, and other senior stakeholders.
• Experience using Salesforce or another CRM, together with spreadsheets, dashboards, or similar tools to organize account data, prioritize opportunities, and manage customer activity.
• Bachelor’s degree or equivalent professional experience. PREFERRED QUALIFICATIONS:
• Experience in fintech, payments, financial services, API sales, or other technology serving merchants and internationally operating businesses.
• Experience acting as a strategic payments or financial technology advisor, using data and customer insight to explain business value and influence customer decisions.
• Strong analytical and problem-solving skills, with an organized and methodical approach to managing a high-volume portfolio.
• Proven ability to work with ownership, curiosity, and a customer-first mindset in a fast-paced, high-growth environment, including the ability to figure things out and collaborate across functions. 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.