Manager, Account Management

**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 100,000 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 1,500 of the brightest and most innovative people in tech located across more than 20 offices across 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.

**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**

We're seeking an experienced people manager with a proven track record of success to lead our high-performing SME Account Management team in ANZ. You'll be responsible for driving growth within our existing portfolio of high-value SME customers, cultivating strong relationships, and uncovering opportunities to address our customers’ pain points with Airwallex’s diverse product suite. This role is critical for Airwallex's continued success in ANZ and requires a strategic thinker with a growth mindset and proven track record of leading and scaling high-performing account management teams.

This role is based in Sydney or Melbourne.

**Responsibilities**:

- Lead and Inspire: build, mentor, and manage Account Managers, fostering a culture of collaboration, excellence, and customer-centricity.
- Develop and Execute: create and implement a comprehensive account management strategy, including best practices, processes, and tools to drive account growth and retention.
- Drive Revenue Growth: develop and execute account plans to identify upsell and cross-sell opportunities within existing SME accounts, maximising revenue generation and customer lifetime value.
- Cultivate Relationships: build and maintain strong relationships with key stakeholders within our SME accounts, ensuring their needs are met and they are realising the full value of Airwallex's solutions.
- Optimise Processes: establish efficient account management processes, including Quarterly Business Reviews (QBRs), to ensure consistent and effective engagement with customers.
- Collaborate Cross-Functionally: partner with Sales, Product, and other internal teams to ensure seamless service delivery and address client needs effectively.

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

**Minimum qualifications**:

- 2 - 5+ years of relevant experience leading an account management team, preferably with a fast-growing tech startup or scale-up environment
- Proven track record of hiring and developing sales talent
- Experience working cross-functionally with departments such as People and Talent, Marketing, and Account Executives
- Experience being a Player/Coach as needed and able to manage our most strategic accounts while developing a growing team
- Strong analytical and problem-solving skills essential
- Exceptional stakeholder management and influencing skills
- Excellent written and verbal communication and presentation skills
- Know how to use Salesforce or another common CRM, Outreach/SalesLoft
- Bachelor’s degree or equivalent

**Preferred qualifications**:

- Someone who enjoys ‘getting things done’ and finds ways to drive tangible outcomes
- A strategic thinker and analytical in your approach to developing strategies
- Success-oriented and hold yourself accountable for delivering key outcomes
- Someone who works collaboratively with people at all levels and across functions and cultures
- Experience in fintech or payments

melbourne, #sydney

**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, gend