Account Manager - SME & Growth

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 to see it in full.

How you'll make impact

You'll help existing SME and mid-market customers get more value from Airwallex while growing their use of the platform. You'll build trusted relationships, understand each customer's goals, and turn those insights into retention, adoption, and expansion opportunities.

• 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, then translate their needs into commercially viable, multi-product solutions.

• Lead complex commercial negotiations and use customer insight, data, and technical understanding to help customers maximise the value of Airwallex.

You'll work from our London office three days a week.

What we're looking for

Essentials

• 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.

Preferred

• Experience with structured sales methodologies such as MEDDPICC.

• Solid understanding of APIs.

• Startup and/or fintech experience.

• Experience with Salesforce.

You'll thrive here if

• You have a track record of hitting your numbers, and you're motivated by stretch goals.

• 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 communicate clearly and directly across cultures, and you're thoughtful about how context shifts meaning across borders.

• You say what you mean. You're direct, but you lead with respect.

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 email address. Please apply only through 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.