Account Manager, SME & Growth

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 to see it in full. About the team The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers. What you’ll do The Account Manager role is a key sales role at Airwallex. This role will work within our SME team on a book size of 150-300 customer accounts. You will work cross-functionally, engaging with many teams across the wider Airwallex team, including sales, product, engineering, marketing, finance, and strategy. This role will predominantly focus on upselling, cross-selling & building multi-stakeholder relationships with your portfolio of customers. Our product offering works across 3 pillars: Collect, Manage & Spend. This includes, but is not limited to, payments, global bank accounts, company & employee cards, expense management, online payments/payment gateway & API integrations. We are looking for a technology-minded fintech enthusiast who is driven by learning the ins and outs of our platform so that you are equipped with the knowledge to solve complex problems. This will allow you to work with customers to understand their needs and how Airwallex can further add value to their business. Responsibilities: Build deep relationships with your portfolio to best understand customer needs & provide value-based solutions utilising our range of products and services. Achieve revenue targets by focusing on input metrics to deliver the relevant outputs. We have a framework that works, but we also want this individual to bring themself to the role & drive success in how it best works for them utilising the best tools available . Forecast & build out a pipeline within Salesforce to accurately track numbers for the business to understand how/when/what success you’re driving. Build relationships with internal stakeholders to share customer insights & help build out the roadmap of products from this. 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: You have Account Management experience - at least 2-3+ years of B2B experience managing and growing technology/fintech relationships with a large book of accounts. You have worked previously with complex sales, feeling comfortable selling to C-level executives. You are a relationship builder – you build meaningful, collaborative relationships with all you work with internally and externally. You can speak to anyone – you have exceptional communication skills and are comfortable conversing with people of all bac