Account Manager, SME & Growth

The role

You will own and grow a portfolio of strategic SME and mid-market accounts. You will drive upsell and expansion opportunities and partner with customers to translate their needs into multi-product solutions.

What you will do

• Own and grow a portfolio of strategic SME and mid-market accounts through account planning, customer engagement, and expansion.
• Drive upsell and expansion opportunities from identification through the sales cycle, close, and revenue realisation.
• Partner with customers to understand their businesses, industries, and goals.
• Translate customer needs into commercially viable, multi-product solutions.
• Lead complex commercial negotiations.
• Use customer insight, data, and technical understanding to help customers maximise the value of Airwallex.

Required qualifications

• 2+ years of experience in account management or sales, ideally selling a technical product, with a proven track record of top performance.
• Strong consultative selling skills, with the ability to manage complex sales cycles, understand customer strategies and pain points, and articulate compelling value propositions.
• A proven track record of exceeding targets and consistently delivering against commercial KPIs and revenue goals in high-target, high-pace environments.
• Experience managing complex, multi-product accounts, including developing and executing strategic account plans to drive retention, adoption, and expansion.
• Strong analytical and strategic skills, with the ability to use data to develop account strategies, identify opportunities, and build effective QBRs and account plans.
• Exceptional communication skills, with strong verbal and written English and the ability to communicate effectively with technical and commercial stakeholders.
• Strong problem-solving, networking, and relationship-building skills, combined with resilience, a positive attitude, and a bias towards action.
• Strong technical aptitude, with the ability to understand complex technical problems and requirements.
• Bachelor's degree or equivalent.

Nice to have

• Experience with structured sales methodologies such as MEDDPICC.
• Solid understanding of APIs.
• Startup and/or fintech experience.
• Experience with Salesforce.

About the company

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. It provides financial infrastructure for over 675,000 businesses globally.