Associate Director, Account Management, Enterprise

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.
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
The Associate Director, Account Management, Enterprise role is a key sales role at Airwallex as we continue to rapidly grow in North America. This role will work with our platform team on our most exciting clients through the API implementation, go-live and post-go-live phases. You will work cross functionally, engaging with many teams across the Airwallex family including sales, product, engineering, marketing, finance and strategy. Furthermore, you are a technology-minded, Fintech enthusiast who is driven by learning the ins and outs of our platform so that you are equipped with the knowledge to solve complex problems. This will allow you to work with customers to understand their needs and how Airwallex can further add value to their business.
This role is based in San Francisco or New York City and will involve travel (10% or roughly once per quarter).
Responsibilities:

• Take a consultative approach with customers to ensure solutions provided suit their unique business needs
• Build relationships with internal stakeholder to manage and optimize customer engagement and platform usage
• Work closely with Sales, Support, Billing, and other Technical teams to ensure an exceptional customer experience and take care of any customer issues
• Project manage complex customer projects across a number of technical and non-technical domains
• Be proactive in identifying and solving client challenges
• Serve as the customer advocate while capturing feedback and reporting requests to Product Management and Development
• Achieve and exceed sales target volumes and revenues, while keeping the customer's needs top of mind
• Report weekly and monthly performance against KPIs, metrics and targets
• Ensure the best customer experience and on-boarding process for new customer
• Work closely with customer and technical support teams to develop best practices around client engagement

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

• At least 8 years of experience managing complex technology sales to or account management of enterprise accounts
• Your experience in account management has included work with API's
• You can speak to anyone - you should have exceptional communication skills and be comfortable conversing with people of all backgrounds and domains
• You are success-oriented and hold yourself accountable for delivering key outcomes, including KPIs and revenue targets

Preferred qualifications:

• Your sales experience is in payments or fintech
• You have meaningful, collaborative relationships with all people that you work with, both internally and externally
• You are a problem solver - you look for creative solutions and understand new products and ask the right questions before figuring out a solution. You can easily simplify complexity for others
• You want to build something great - you should be resilient, driven, creative, patient (and demanding!), adaptable and work well under pressure.

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.
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