Head of Account Management

About Airwallex

Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 100,000 businesses worldwide – including Brex, Rippling, Navan, Qantas, SHEIN and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale.

Proudly founded in Melbourne, we have a team of over 1,500 of the brightest and most innovative people in tech located across more than 20 offices across the globe. Valued at US$5.6 billion and backed by world-leading investors including Sequoia, Lone Pine, Greenoaks, DST Global, Salesforce Ventures and Mastercard, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us.

About the team

The Enterprise Business team at Airwallex is a high-performing and collaborative group of innovators, focused on transforming the way large global businesses operate. We’re passionate about delivering cutting-edge payments and financial solutions that streamline operations and drive growth for our enterprise clients. As a team, we value strategic thinking, prioritizing our customers, and a deep understanding of the unique challenges faced by multinational organizations.

What you’ll do

We’re seeking a passionate and experienced leader to build and manage our high-performing Enterprise Account Management team in North America. As the Head of Enterprise Account Management, you’ll be responsible for driving growth within our existing portfolio of large enterprise clients, cultivating strong relationships, and maximizing customer lifetime value. This role is critical for Airwallex’s continued success and requires a strategic thinker with a proven track record of leading and scaling high-performing account management teams.

This role is based in San Francisco, CA.

Responsibilities:

• Lead and Inspire: Build, mentor, and manage a small but mighty team of Enterprise Account Managers, fostering a culture of collaboration, excellence, and customer-centricity.

• Develop and Execute: Create and implement a comprehensive account management strategy, including best practices, processes, and tools to drive account growth and retention.

• Drive Revenue Growth: Develop and execute account plans to identify upsell and cross-sell opportunities within existing enterprise accounts, maximizing revenue generation and customer lifetime value.

• Cultivate Relationships: Build and maintain strong relationships with key stakeholders within our enterprise accounts, ensuring their needs are met and they are realizing the full value of Airwallex’s solutions.

• Optimize Processes: Establish efficient account management processes, including Quarterly Business Reviews (QBRs), to ensure consistent and effective engagement with enterprise clients.

• Collaborate Cross-Functionally: Partner with Sales, Product, and other internal teams to ensure seamless service delivery and address client needs effectively.

• Thought Leadership: Stay abreast of industry trends and best practices in enterprise account management, contributing to Airwallex’s thought leadership in the fintech space.

Who you are

We’re looking for people who meet the minimum qualifications for this role. The preferred qualifications are great to have, but are not mandatory.

Minimum qualifications:

• A minimum of 10 + years experience in go-to-market teams, with 5 years of managing teams of at least 5 people (this includes sales, account management, etc)

• Bachelor’s Degree in a related field (ie. Marketing, Business)
  

Preferred qualifications:

• Payments or fintech industry background highly desirable

• Experience in strategic account growth in the Business to Business sales space

• Strategic approach to develop and execute strategic account plans that drive revenue growth and customer satisfaction.

• Experience being Player/Coach as needed and able to manage our most strategic accounts while developing a growing team

• Data-Driven Decision Making: Ability to analyze data and metrics to identify trends, opportunities, and areas for improvement within the account portfolio.

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.

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.