Manager, Account Management, SME & Growth

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 SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers
What you'll do
The Manager, Account Management role is a key leadership position as we continue to scale our commercial organisation globally. You will lead a team of Account Managers who own some of our most important customer relationships, driving growth, retention and NPS across a defined portfolio.
You will act as a player-coach: setting clear strategy and standards for the team while directly partnering with a small number of high-value customers yourself. You'll work cross-functionally with Sales, Product, Solutions Engineering, Marketing, Finance and Operations to deliver exceptional outcomes for our customers and for Airwallex.
This role is based in New York or San Francisco.
Responsibilities:

• Lead, develop and coach a high-performing team of Account Managers, including hiring, onboarding and ongoing performance management.
• Set and manage clear KPIs, operating rhythms and accountability (QBRs/MBRs, pipeline and forecast reviews, 1:1s).
• Own commercial outcomes for your portfolio, driving revenue growth through cross-sell, upsell and expansion while managing retention, churn and key commercial negotiations.
• Define and execute the account management strategy in partnership with regional and global leadership.
• Act as executive sponsor for strategic customers, maintaining senior stakeholder relationships and guiding them from onboarding through to scale.
• Run structured executive reviews (QBRs/MBRs) with data-driven insights and clear action plans.
• Ensure a consistent, high-quality customer experience by partnering closely with cross-functional teams to resolve issues and improve processes.
• Use data and customer feedback to identify patterns, surface product gaps and influence Product and Engineering priorities.
• Own portfolio forecasting and reporting on revenue, pipeline, risk and customer health, contributing to territory planning and coverage models as we scale.

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:

• 4+ years in account management, including: Managing complex, multi-stakeholder accounts (ideally in payments, fintech, SaaS or B2B tech).
• Proven track record of hitting or exceeding revenue and retention targets.
• People leadership: 2+ years leading and developing Account Managers or similar commercial roles, ideally in a fast-growing or scale-up environment.
• Commercial acumen. Comfortable owning negotiations, renewals, commercial structures and executive-level conversations.
• Strategic and analytical mindset. Strong ability to analyse customer data, market trends and product usage to identify growth opportunities, prioritise accounts, and develop structured account strategies.
• Project and stakeholder management. Demonstrated ability to orchestrate complex projects across technical and non-technical stakeholders, both internally and externally.

Preferred qualifications:

• Domain knowledge. Experience in payments, FX, card issuing, treasury or financial platforms is strongly preferred; other B2B software backgrounds are also considered.
• Tools. Familiarity with CRM (e.g. Salesforce), account planning, forecasting and reporting tools.

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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