Senior Account Manager, Enterprise

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 We’re building Airwallex’s DACH Enterprise team from the ground up - and we need a founding member to set the pace. This is a rare, high-impact opportunity to help lay the foundation for our next era of growth. You won't just follow a playbook; you’ll write it. As one of our first Enterprise hires in the region, you’ll directly shape our DACH go-to-market strategy, own high-stakes territory, and secure the flagship enterprise deals that put Airwallex at the very top of the market. If you thrive in greenfield environments and want your footprint on a market-defining motion, this is your launchpad. What you’ll do As an Account Manager on the Enterprise team, you will manage a portfolio of strategic enterprise customers and help them maximise Airwallex value. You will build trusted relationships across commercial, finance, operations, product and technology stakeholders, while identifying opportunities to increase adoption, retain customers and expand their use of Airwallex’s products and markets. You will combine strategic account planning with hands-on ownership of upsells, escalations, onboarding and complex customer initiatives. Working cross-functionally, you will turn customer insights into action and contribute to the growth of Airwallex’s Enterprise Business. This role is a quota-carrying commercial role and is based in Munich, Germany. Responsibilities: Grow gross profit from existing customer accounts, manage customer operational success, and pursue upsell and expansion opportunities across Airwallex’s product suite. Build and execute strategic account plans, including customer objectives, stakeholder maps, risks, renewal plans and 12 to 18-month growth opportunities. Lead renewals, commercial negotiations, upsell and cross-sell opportunities, using data and customer insight to improve retention and drive Net Revenue Retention. Build trusted relationships with senior customer stakeholders and run effective business reviews that demonstrate value, address risks and align on future priorities. Coordinate complex customer initiatives across Sales, Product Sales, Solutions Engineering, Product, Operations, KYC and Onboarding, Legal, Customer Success and other internal teams. Maintain accurate CRM records, opportunity tracking and forecasts, while sharing customer feedback that can inform product, operational and go-to-market improvements. Who you are Minimum qualifications: 8+ years of sales or account management experience, including experience managing complex enterprise or strategic customer relationships. A proven track record of retaining and growing existing accounts through renewals, upsell, cross-sell or other expansion motions. Experience managing multi-stakeholder customer relationships, including engagement with senior commercial, finance, operations, product or technology leaders. Strong commercial, communication and negotiation skills, with the ability to simplify complex topics and build trusted relationships internally and externally. Experi