Strategic Account Manager, SME & Growth

Airwallex; Sydney; On-site; AUD 110,000 - 160,000; Full time

Job summary

Airwallex is seeking an Account Manager, SME & Growth to own the commercial relationship for a portfolio of ambitious Australian businesses. You will drive value across Airwallex’s product suite, including business accounts, payments, spend management and treasury.

You will build trusted, multi‑threaded relationships with founders, finance leaders and senior stakeholders, identify growth opportunities and lead strategic reviews to ensure customer success and long‑term partnerships.

Qualifications

• 5+ years of account management, relationship management or sales experience, ideally in a technical product or fintech.
• Proven track record of exceeding commercial targets and revenue KPIs.
• Strong consultative selling skills; can understand customer strategies and pains.
• Experience managing complex sales cycles including upsell and renewal.
• Experience with multi-product accounts and developing account strategies.
• Excellent English communication and stakeholder management skills.

Responsibilities

• Own and grow a portfolio of strategic SME and growth accounts.
• Build trusted, multi-threaded relationships with customer stakeholders, including founders and finance leaders.
• Develop deep understanding of each customer's business model, goals and growth plans.
• Lead regular strategic customer engagements, including account planning sessions and reviews.
• Identify, develop and close upsell, cross-sell and expansion opportunities.
• Proactively manage opportunities through the full commercial cycle from discovery to revenue realisation.
• Lead complex commercial negotiations, including bespoke agreements and multi-product solutions.
• Translate customer needs into viable solutions with internal teams on API/integration considerations.
• Use data to prioritise accounts, identify product whitespace and plan QBRs.
• Maintain disciplined pipeline management and accurate forecasting in Salesforce.

Skills

Account management

Relationship management

Sales

SaaS

Payments

Negotiation

Education

Bachelor’s degree or equivalent

Tools

Salesforce

Job description

Airwallex is seeking an Account Manager, SME & Growth to own the commercial relationship for a portfolio of ambitious Australian businesses. You will drive value across Airwallex’s product suite, including business accounts, payments, spend management and treasury.

You will build trusted, multi‑threaded relationships with founders, finance leaders and senior stakeholders, identify growth opportunities and lead strategic reviews to ensure customer success and long‑term partnerships.