Senior Account Manager, Enterprise

Airwallex; München; Hybrid; EUR 90,000 - 150,000; Full time

Benefits offered by this job

Hybrid work model

Equity

Job summary

Airwallex in Munich is hiring an Enterprise Account Manager to lead a portfolio of strategic enterprise customers. You will build trusted relationships across commercial, finance, operations, product and technology stakeholders, while driving upsells and renewals.

This is a quota-carrying role based in Munich with a hybrid work model. You will manage complex, cross-functional initiatives, negotiate deals, and contribute to Airwallex’s enterprise growth across the DACH region.

Qualifications

• 8+ years in sales or account management for complex enterprise or strategic customers.
• Proven track record of renewals, upsell and cross-sell to grow existing accounts.
• Experience managing multi-stakeholder relationships with senior leaders.
• Strong commercial, communication and negotiation skills; able to simplify complex topics.
• Experience cross-functionally to resolve customer issues and deliver onboarding.
• Fintech/payments/financial services knowledge; API-enabled products is a plus.
• Native German and English fluency required.
• Hybrid work model: 3 days in-office.

Responsibilities

• Grow gross profit from existing customer accounts and pursue upsell opportunities across Airwallex’s product suite.
• Develop strategic account plans with objectives, stakeholder maps, risks and growth opportunities.
• Lead renewals and negotiations; drive upsell, cross-sell and retention for Net Revenue Retention.
• Build trusted relationships with senior stakeholders and conduct business reviews to demonstrate value.
• Coordinate complex initiatives across multiple internal teams (Sales, Product, Operations, Legal, etc.).
• Maintain accurate CRM records, forecasts, and share feedback for product and GTM improvements.

Skills

Enterprise sales

Stakeholder management

Negotiation

Cross-functional

CRM discipline

German language

English language

Hybrid work

Payments fintech

APIs (adv)

Job description

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 250000 businesses worldwide - including Brex, 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 2300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by worldleading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If youre ready to do the most ambitious work of your career, join us.

Attributes We Value

We hire successful builders with founder- like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and youre motivated by our mission and operating principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor.

You're humble and collaborative; turn zero-to-one ideas into real products, and you "get stuff done" end-to-end. You use AI to work smarter and solve problems faster. Here, youll tackle complex, high-visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, lets build what's next.

About the team

We're building Airwallex's DACH Enterprise team from the ground up - and we need a founding member to set the pace.

This is a rare, high-impact opportunity to help lay the foundation for our next era of growth. You won't just follow a playbook; youll write it. As one of our first Enterprise hires in the region, you’ll directly shape our DACH go-to-market strategy, own high-stakes territory, and secure the flagship enterprise deals that put Airwallex at the very top of the market.

If you thrive in greenfield environments and want your footprint on a market-defining motion, this is your launchpad.

What youll do

As an Account Manager on the Enterprise team, you will manage a portfolio of strategic enterprise customers and help them maximise Airwallex value. You will build trusted relationships across commercial, finance, operations, product and technology stakeholders, while identifying opportunities to increase adoption, retain customers and expand their use of Airwallex’s products and markets. You will combine strategic account planning with hands-on ownership of upsells, escalations, onboarding and complex customer initiatives. Working cross-functionally, you will turn customer insights into action and contribute to the growth of Airwallex’s Enterprise Business. This role is a quota-carrying commercial role and is based in Munich, Germany.

Responsibilities

• Grow gross profit from existing customer accounts, manage customer operational success, and pursue upsell and expansion opportunities across Airwallex’s product suite.
• Build and execute strategic account plans, including customer objectives, stakeholder maps, risks, renewal plans and 12 to 18-month growth opportunities.
• Lead renewals, commercial negotiations, upsell and cross-sell opportunities, using data and customer insight to improve retention and drive Net Revenue Retention.
• Build trusted relationships with senior customer stakeholders and run effective business reviews that demonstrate value, address risks and align on future priorities.
• Coordinate complex customer initiatives across Sales, Product Sales, Solutions Engineering, Product, Operations, KYC and Onboarding, Legal, Customer Success and other internal teams.
• Maintain accurate CRM records, opportunity tracking and forecasts, while sharing customer feedback that can inform product, operational and go-to-market improvements.

Minimum qualifications

• 8+ years of sales or account management experience, including experience managing complex enterprise or strategic customer relationships.
• A proven track record of retaining and growing existing accounts through renewals, upsell, cross-sell or other expansion motions.
• Experience managing multi-stakeholder customer relationships, including engagement with senior commercial, finance, operations, product or technology leaders.
• Strong commercial, communication and negotiation skills, with the ability to simplify complex topics and build trusted relationships internally and externally.
• Experience working cross-functionally to resolve customer issues, manage escalations and deliver complex onboarding, implementation or post-go-live initiatives.
• Experience in fintech, payments, financial services, B2B SaaS or another technology environment with complex products. Experience with API-enabled products is an advantage.
• Native German and English fluency required
• Hybrid work model: 3 days per week in-office

Preferred qualifications

• Experience managing enterprise accounts in payments, FX, cross-border payments, treasury, cards, embedded finance or other financial infrastructure products.
• Experience developing strategic account plans, leading QBRs or executive business reviews, and building relationships with C-level stakeholders.
• A data-driven approach to account health, forecasting, renewal planning and commercial prioritisation, with strong CRM discipline.
• Curiosity, resilience and an entrepreneurial mindset, with the ability to operate effectively in a fast-growing environment, adapt to evolving priorities and proactively solve complex customer problems.

Why Join Us

• Build the future of global finance with one of the worlds fastest-growing, most innovative fintechs
• Work alongside exceptional, ambitious teammates on a truly global platform
• Accelerate your career: as an early enterprise hire, youll have significant scope to move into team leadership as the motion scales
• Earn a competitive base salary, commission, and valuable equity in an $11B company on a clear path to IPO

Applicant Safety Policy: Fraud and Third-Party Recruiters

To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com email address.

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.

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 dont 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.