Account Manager, SME & Growth

About Airwallex 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. How you'll make impact Airwallex is looking for an Account Manager to manage and grow a substantial portfolio of US-based small and medium-sized business accounts. You'll build trusted relationships with founders, CFOs, CEOs, and other senior stakeholders while helping customers get more value from Airwallex's global financial platform. • Own a portfolio of approximately 200 US-based small and medium-sized business accounts, including businesses operating across multiple countries. • Build trusted relationships with founders, CFOs, CEOs, and other senior stakeholders to help customers achieve their goals. • Drive product adoption and identify high-impact upsell and cross-sell opportunities using customer insight, product knowledge, usage data, and account signals. • Expand customers' use of relevant Airwallex solutions, including FX, Cards, Online Payments, and other products that support their financial workflows. • Partner with Account Executives, Customer Success, Strategy and Operations, Marketing, Product, Risk, Support, and other internal teams to resolve customer challenges and improve the client experience. • Improve Airwallex's products and processes by acting as the voice of the customer and sharing emerging needs, product feedback, and operational issues. You'll work from our San Francisco or New York City office three days a week. What we're looking for Essentials • 4+ years of account management or software sales experience in technology, SaaS, fintech, payments, or a related industry. • Strong sales skills, including value-based solution selling, commercial judgment, and the ability to navigate complex sales cycles. • Demonstrated success managing a substantial book of business and driving revenue growth through account expansion, upselling, cross-selling, or product adoption. • Strong communication and relationship-building skills, with the ability to build trust and present effectively to CFOs, CEOs, and other senior stakeholders. • Experience using Salesforce or another CRM, together with spreadsheets, dashboards, or similar tools to organize account data, prioritize opportunities, and manage customer activity. • Bachelor's degree or equivalent professional experience. Preferred • Experience in fintech, payments, financial services, API sales, or other technology serving merchants and internationally operating businesses. • Experience acting as a strategic payments or financial technology advisor, using data and customer insight to explain business value and influence customer decisions. • Strong analytical and problem-solving skills, with an organized and methodical approach to managing a high-volume portfolio. • Proven ability to work with ownership, curiosity, and a customer-first mindset in a fast-paced, high-growth environment, including the ability to figure things out and collaborate across functions. You'll thrive here if • You have a track record of hitting your numbers, and you're motivated by stretch goals. • You own the outcome and you don't wait for permission to fix what's broken. • You're comfortable making decisions with incomplete information and moving quickly anyway. • You communicate clearly and directly across cultures, and you're thoughtful about how context shifts meaning across borders. • You connect dots across functions and hold the big picture without losing grip on the details. Learn more about your team SME & Growth at Airwallex is about more than closing deals. We help small and mid-market businesses solve real financial challenges across borders: getting paid globally, managing multi-currency accounts, paying suppliers, and running spend across markets from a single platform. You're not selling a feature. You're helping founders and finance leaders replace fragmented financial operations with one global system that actually scales. It's a function for sellers who like to build, not follow a script: curious, resourceful, and comfortable figuring things out in markets that are still wide open. You get real autonomy to create value, build relationships, and move opportunities forward. If you want to sell a serious product, solve real problems for ambitious businesses, and build your career fast, this is a place to do it. 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.