Account Manager, SME & Growth

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.

About the team

This is a unique opportunity to become part of a small, high-impact Airwallex team in our Israel office. This is an onsite role, four-five days a week in the office, working closely with Sales, Marketing and Operations leadership in Israel and across EMEA.

What you'll do

As an Airwallex SME Account Manager, you will build relationships with our existing customers to ensure they get the tools and support they need to achieve their goals. You'll act as the bridge between the customer and the wider Airwallex team, bringing an in-depth understanding of each customer's needs and how Airwallex can support them. You'll operate in a fast-paced, scaling environment, providing senior-level support across the Israel and EMEA business and helping to evaluate and scale our Account Management strategy.

Responsibilities

• Own and grow a portfolio of strategic accounts, developing account plans, increasing product adoption, deepening relationships and driving expansion through regular strategic customer engagements

• Identify, develop and close upsell and expansion opportunities, proactively managing them through the sales cycle from identification to close and revenue realisation

• Act as a trusted advisor to customers, understanding their business, industry and goals to help them maximise the value of Airwallex and identify opportunities to support their growth

• Lead complex commercial negotiations, including bespoke commercial agreements, multi-product solutions and high-value expansion opportunities

• Translate customer needs into solutions, understanding technical requirements and working across multiple products to develop compelling, commercially viable solutions

• Operate with ownership and agility, working independently, navigating ambiguity and adapting quickly in a fast-paced, changing environment

• Consistently achieve or exceed KPIs and revenue targets, staying curious about an evolving technology landscape and able to articulate its value to customers

Who you are

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

Minimum qualifications:

• Fluent written and spoken English and Hebrew

• 3+ 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, with demonstrated success in high-target, high-pace environments

• Strong data analysis skills, with the ability to use data to develop account strategies, identify opportunities and build effective QBRs and account plans

• Experience managing complex, multi-product accounts, including developing and executing strategic account plans to drive retention, adoption and expansion

• Exceptional communication skills, with strong verbal and written English and Hebrew and the ability to communicate with both technical and commercial stakeholders

• Strong problem-solving, networking and relationship-building skills, combined with resilience, a positive attitude and a bias towards action when navigating blockers

• Strong technical aptitude, with the ability to understand complex technical problems and requirements

• Bachelor's degree or equivalent

Preferred qualifications:

• Experience in fintech, payments, financial services, B2B SaaS or another technology environment with complex products

• Experience with structured sales methodologies such as MEDDPICC

• Solid understanding of APIs

• Experience with Salesforce

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.

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.