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 Manager, Account Management, you’ll lead a team of Account Managers responsible for important customer relationships across SME & Growth. You’ll set clear strategy and standards for the team while directly partnering with a small number of high-value customers. You’ll work cross-functionally with Sales, Product, Solutions Engineering, Marketing, Finance and Operations to drive growth, retention and strong customer outcomes. - Build, lead and develop a high-performing team of Account Managers across the SME & Growth segment. - Set clear performance expectations and operating rhythms, including QBRs, MBRs, pipeline reviews, forecasting and 1:1s. - Drive revenue growth through cross-sell, upsell and expansion across Airwallex’s product suite while protecting retention and proactively managing churn risk. - Develop account-management strategies for your portfolio and strengthen coverage models through segmentation, territory planning and data-led prioritisation. - Act as executive sponsor for strategic customers, building relationships with decision-makers across Finance, Product, Operations and executive leadership. - Improve customer experience by partnering with Onboarding, Customer Enablement, Support, Risk, Compliance and Operations to resolve complex issues and strengthen processes. - Use customer, product and commercial data to identify growth opportunities, surface product gaps and provide accurate reporting and forecasting to leadership. You’ll work from our Melbourne office three days a week. WHAT WE'RE LOOKING FOR Essentials - 5-7+ years of experience in account management, customer success or sales. - Experience managing complex, multi-stakeholder accounts. - A proven track record of hitting or exceeding revenue and retention targets. - 2–4+ years of experience leading and developing Account Managers or similar commercial roles. - Strong commercial acumen, with experience owning negotiations, renewals, commercial structures and executive-level conversations. - A strategic and analytical mindset, with the ability to analyse customer data, market trends and product usage to identify growth opportunities, prioritise accounts and develop structured account strategies. - Demonstrated ability to orchestrate complex projects across technical and non-technical stakeholders, both internally and externally. - Familiarity with CRM, account planning, forecasting and reporting tools, such as Salesforce. Preferred - Experience in payments, fintech, SaaS or B2B technology. - Experience in payments, FX, card issuing, treasury or financial platforms. - Experience working in a fast-growing or scale-up environment. YOU'LL THRIVE HERE IF - You own the outcome and you don't wait for permission to fix what's broken. - You're comfortable making decisions with incomplete information and moving quickly anyway. - You have a track record of hitting your numbers, and you’re motivated by stretch goals. - You connect dots across functions and hold the big picture without losing grip on the details. - You know when to align and when to just decide. Collaboration isn't a way to avoid accountability. 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.

Manager, Account Management, SME & Growth, AU

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