Account Manager (Portfolio Expansion -Upsell)

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 200,000 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 2,000 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, 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.
Attributes We Value
We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you're motivated by our mission and operating principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor.
You're humble and collaborative; turn zero-to-one ideas into real products, and you "get stuff done" end-to-end. You use AI to work smarter and solve problems faster. Here, you'll tackle complex, high-visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let's build what's next.
What you'll do
As an Account Manager in our Hong Kong SME & Growth team, you will be responsible for unlocking revenue opportunities within a portfolio of existing SME customers. You'll identify upsell and cross-sell opportunities, deepen product adoption, and maximise each client's lifetime value on the Airwallex platform. You will partner closely with sales, product, marketing, operations and strategy to turn real-time usage signals into commercial outcomes, while delivering a best-in-class customer experience. This role is based in Hong Kong.
Responsibilities:

• Hunt for revenue within an assigned portfolio of existing SME customers by identifying and executing upsell, cross-sell and expansion opportunities across Airwallex's product suite.
• Build deep, multi-stakeholder relationships (including C-level where relevant) to understand each customer's business model, pain points and growth plans, and design value-based solutions using our products and services.
• Monitor real-time client and transaction data to spot usage patterns, risk signals and high-revenue potential accounts, and convert these quickly into qualified opportunities and closed revenue.
• Execute rapid, high-intent outreach to key decision-makers via phone, WhatsApp and email immediately after signals are identified, ensuring you capture client interest at its peak.
• Own a clear, data-driven pipeline in Salesforce (or similar CRM), including forecasting, activity tracking and conversion metrics, to give the business full visibility on performance and growth potential.
• Collaborate with internal stakeholders (e.g. product, engineering, marketing, finance, operations) to solve complex client problems, feed back customer insights and influence the product roadmap.
• Be an advocate for Airwallex by educating customers on how to get the most from their Business Account and broader product stack, ensuring they use our services to their full potential.

Requirements:

• At least 3+ years of B2B experience managing and growing technology or fintech relationships with SME accounts, with a focus on revenue expansion and product adoption.
• Strong verbal and written communication skills in both Cantonese and English, with the ability to run commercial conversations and negotiations confidently.
• Prior experience with complex sales cycles and selling to senior stakeholders (including C-level executives), ideally in a multi-product environment.
• Proven track record of being success-oriented and accountable for delivering against KPIs and revenue targets within an existing customer base.
• A strong relationship builder who can establish trust and collaborate effectively with clients and internal teams across different functions and levels.
• A problem solver with an analytical mindset - comfortable interpreting data, usage trends and client information to derive actionable insights, and able to simplify complexity for others.

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.