Account Manager, SME & Growth, AU

The role

You will own the commercial relationship for a portfolio of Australian SME and growth businesses. You will drive product adoption, strengthen relationships, and identify growth opportunities across the Airwallex product suite.

What you will do

• Own and grow a portfolio of strategic SME and growth accounts.
• Build multi-threaded relationships with customer stakeholders.
• Develop understanding of customer business models and goals.
• Lead strategic customer engagements, account planning, and business reviews.
• Identify and close upsell, cross-sell, and expansion opportunities.
• Manage the full commercial cycle from discovery to revenue realisation.
• Lead complex commercial negotiations for bespoke agreements.
• Translate customer needs into commercially viable solutions.
• Use data to prioritise portfolio and build account strategies.
• Maintain pipeline management and forecasting in Salesforce.

Required qualifications

• 5+ years of experience in account management, relationship management or sales.
• Proven track record of exceeding commercial targets and KPIs.
• Strong consultative selling skills.
• Experience managing complex sales cycles.
• Experience managing complex, multi-product accounts and account strategies.
• Strong analytical and strategic skills.
• Exceptional verbal and written English.
• Strong negotiation, problem-solving, networking, relationship-building and stakeholder management skills.
• Resilience, a positive attitude and a strong bias towards action.
• Strong technical aptitude.
• Bachelor’s degree or equivalent professional experience.

Nice to have

• 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.
• 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.

About the company

Airwallex is an AI-native financial operating system used by over 675,000 businesses to run financial operations or build financial products. The company started in Melbourne in 2015 and provides financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific.