Strategic Account Manager, SME & Growth

Airwallex

Sydney

Hybrid

AUD 120,000 - 155,000

Full time

7 days ago

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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 adoption, deepen relationships and identify opportunities for sustainable growth across business accounts, payments, spend management and treasury solutions.

You will work with Sales, Customer Success, Product, Solutions, Operations, Risk and Compliance to deliver strong customer outcomes.

Qualifications

5+ years of experience in account management, relationship management or sales, ideally selling a technical product, SaaS platform, payments solution or other financial technology.
Demonstrated experience managing complex sales cycles, including upsell, cross-sell, renewal or expansion opportunities from identification through close.
Strong consultative selling skills, with the ability to understand customer strategies and pain points, uncover opportunities and articulate compelling value propositions.

Responsibilities

Own and grow a portfolio of strategic SME and growth accounts, developing account plans that support retention, product adoption, relationship depth and revenue growth.
Build trusted, multi-threaded relationships with customer stakeholders, including founders, finance leaders, operators and other senior decision-makers.
Develop a deep understanding of each customer's business model, industry, goals, pain points and growth plans, positioning Airwallex as a strategic partner.
Lead regular strategic customer engagements, including account planning sessions, business reviews and growth conversations.
Identify, develop and close upsell, cross-sell and expansion opportunities across Airwallex's product suite.
Proactively manage opportunities through the full commercial cycle, from discovery and solution design through negotiation, close, implementation and revenue realisation.
Lead complex commercial negotiations, including bespoke commercial agreements, multi-product solutions and high-value expansion opportunities.
Translate customer needs into compelling, commercially viable solutions, working with internal experts to understand technical requirements and API or integration considerations.
Use customer, product and commercial data to prioritise your portfolio, identify product whitespace, build account strategies and develop effective QBRs.
Maintain disciplined pipeline management and accurate forecasting in Salesforce, ensuring opportunities, next steps, risks and close plans are visible and actionable.
Partner cross-functionally to resolve customer blockers, manage escalations and deliver a consistent customer experience.
Share customer insights, product feedback and market intelligence to help improve internal processes, enablement and product outcomes.