Account Manager, SME

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 150,000 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 1,700 of the brightest and most innovative people in tech across more than 37 locations around the globe. Valued at US$5.6 billion and backed by world-leading investors including Sequoia, Lone Pine, Greenoaks, DST Global, Salesforce Ventures and Mastercard, 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.

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.

The Account Manager role is a key sales role at Airwallex. This role will work within our SME team on a book size of 150-300 customer accounts.

You will work cross-functionally, engaging with many teams across the wider Airwallex team, including sales, product, engineering, marketing, finance, and strategy. This role will predominantly focus on upselling, cross-selling & building multi-stakeholder relationships with your portfolio of customers.

Our product offering works across 3 pillars: Collect, Manage & Spend. This includes, but is not limited to, payments, global bank accounts, company & employee cards, expense management, online payments/payment gateway & API integrations.

We are looking for 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 Melbourne.

• Build deep relationships with your portfolio to best understand customer needs & provide value-based solutions utilising our range of products and services.

• Achieve revenue targets by focusing on input metrics to deliver the relevant outputs. We have a framework that works, but we also want this individual to bring themself to the role & drive success in how it best works for them utilising the best tools available.

• Forecast & build out a pipeline within Salesforce to accurately track numbers for the business to understand how/when/what success you're driving.

• Build relationships with internal stakeholders to share customer insights & help build out the roadmap of products from this.

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

• You have Account Management experience - at least 2-3+ years of B2B experience managing and growing technology/fintech relationships with a large book of accounts.

• You have worked previously with complex sales, feeling comfortable selling to C-level executives.

• You are a relationship builder – you build meaningful, collaborative relationships with all you work with internally and externally.

• You can speak to anyone – you have exceptional communication skills and are comfortable conversing with people of all backgrounds and domains.

• You are a problem solver – you look for creative solutions, 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 but persistent, adaptable, and work well under pressure.

• You are success-oriented and hold yourself accountable for delivering key outcomes, including KPIs and revenue targets.

• You are technically minded and have prior experience working in API B2B sales or account management for a similar organisation.

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.

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.