Account Manager, SME & Growth

Airwallex; Paris; On-site; EUR 90,000 - 120,000; Full time

Job summary

Airwallex is seeking a Strategic Account Manager (SME) to join our France team and scale a growing portfolio of 50+ SME accounts. You will drive expansion, maximize net revenue retention, and ensure deep product adoption across our fintech platform.

This is a founding role in France, offering high visibility and impact within a fast-growing company. The ideal candidate will have 5+ years in account management or sales, fluency in French and English, and a customer-first, revenue-driven mindset.

Qualifications

• Native or bilingual French and professional English proficiency.
• 5+ years in Account Management or SME/Mid‑Market sales.
• Strong revenue-driven track record with targets.
• Experience with fintech/payments is a plus.
• Ability to manage 50+ accounts concurrently.

Responsibilities

• Drive upsell and cross-sell to exceed expansion targets.
• Become a product advisor and configure API features.
• Manage a portfolio of 50+ SME accounts.
• Collaborate with Product and Engineering on roadmaps for France.
• Help build the France account management playbook.
• Monitor account health and usage to reduce churn.

Skills

French fluency

English proficiency

Account management

Sales experience

Fintech knowledge

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 250,000 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 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading 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 you’re 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 you’re 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, you’ll 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, let’s build what’s next.

About the role

We are seeking a high-energy, results-driven Strategic Account Manager (SME) to join our team. This is a unique opportunity to become a founding member of our growing Airwallex team in France, specifically focused on scaling our high-growth SME accounts. You will be instrumental in driving expansion, maximising Net Revenue Retention (NRR), and ensuring deep product adoption across a strategic portfolio of 50+ SME accounts. If you are passionate about product, revenue, and impact—and enjoy solving real-world business challenges using technical solutions—this role offers you the chance to make a tangible impact and grow with one of the world’s fastest-growing fintech companies.

What you’ll do

As a Strategic Account Manager, you will own and develop a portfolio of SME accounts recently signed by our Sales team. Your mission will be to drive expansion through upsell and cross-sell strategies, maximise NRR, and ensure adoption of Airwallex’s product suite. You will work as a critical bridge between customers and our product teams, translating client needs into innovative product solutions and helping to shape our go‑to‑market approach in France.

Responsibilities:

• Drive upsell and cross-sell strategy for your portfolio to exceed quarterly expansion targets and revenue KPIs.
• Become a power-user of the Airwallex platform and act as a product advisor, recommending optimal API configurations or feature sets based on clients’ technical setups.
• Manage a high-volume portfolio of 50+ accounts, implementing a structured framework to identify and capitalize on high-impact growth opportunities.
• Partner with Product and Engineering to translate customer requirements into actionable product roadmaps, advocating for client needs in the French market.
• Help build and refine the Account Management “playbook” for France, ensuring scalable onboarding and activation processes.
• Proactively monitor account health and product usage metrics to mitigate churn and ensure long‑term platform loyalty.

Who you are

We’re looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory.

Minimum qualifications:

• Native or bilingual fluency in French and professional proficiency in English.
• At least 5 years of Account Management or Sales experience managing SME or Mid‑Market portfolios.
• Deep understanding of Fintech or Payments (card issuing, acquiring, FX, or global payment rails is a significant plus).
• Proven track record of meeting and exceeding sales or upsell targets, with a revenue‑driven mindset.
• Strong operational rigor with the ability to multi-task and prioritize across 50+ accounts.
• Product‑first mindset and comfortable discussing API documentation, payment flows, and technical integrations with both CFOs and technical stakeholders.

Preferred qualifications:

• Self‑starter with a problem‑solving mindset and a passion for building new markets from the ground up.
• Experience advocating for customer needs to influence product development.
• Prior experience in a fast‑growing or startup fintech environment.
• Demonstrated ability to navigate complex customer portfolios and prioritize for greatest impact.

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 don’t 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.