Account Manager, SME & Growth
About The Position
Airwallex is seeking an Account Manager to manage and grow a substantial portfolio of approximately 200 US-based small and medium-sized business accounts, including businesses operating across multiple countries. The role builds trusted relationships with founders, CFOs, CEOs, and other senior stakeholders, helping customers get more value from Airwallex’s global financial platform. The Account Manager drives product adoption and identifies opportunities to expand customer relationships through upselling, cross-selling, customer insight, product knowledge, usage data, and account signals. Relevant solutions include FX, Cards, Online Payments, and other products that support customers’ financial workflows. The role collaborates with internal teams to resolve customer challenges, improve the client experience, and share customer needs and feedback to inform product and process improvements. The position works from Airwallex’s San Francisco or New York City office three days a week. The SME & Growth team helps small and mid-market businesses address cross-border financial needs, including global payments, multi-currency accounts, supplier payments, and spend management across markets.
Requirements
- 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.
Nice To Haves
- 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.
- Ability to work with ownership, curiosity, and a customer-first mindset in a fast-paced, high-growth environment, figure things out, and collaborate across functions.
- Track record of hitting targets and motivation by stretch goals.
- Ability to take ownership of outcomes and address problems proactively.
- Comfort making decisions with incomplete information and moving quickly.
- Clear, direct communication across cultures, with sensitivity to how context shifts meaning across borders.
- Ability to connect work across functions and balance the big picture with attention to detail.
Responsibilities
- 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.
- Share emerging customer needs, product feedback, and operational issues to help improve Airwallex products and processes.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
