SME & Growth Account Management Lead

Airwallex-; Hong Kong; On-site; HKD 700,000 - 1,000,000; Full time

Job summary

Airwallex is seeking a Manager, Account Management to lead a team of Account Managers responsible for key customer relationships and driving growth across a defined portfolio. This player-coach role blends strategy with hands-on management, collaborating with Sales, Product, Solutions Engineering, Marketing, Finance and Operations.

You will set the account management standards, coach the team, own commercial outcomes, and partner with regional leadership to deliver a consistent, high-quality

Qualifications

• 5+ years of relevant working experience.
• 3+ years in account management, including managing complex, multi-stakeholder accounts, ideally within payments, fintech, SaaS or B2B technology.
• 2+ years of experience leading and developing Account Managers or similar commercial teams, ideally in a high-growth or scale-up environment.
• Proven track record of meeting or exceeding revenue targets.
• Strong commercial acumen, with experience leading negotiations, renewals, commercial structures and executive-level conversations.
• A strategic and analytical mindset, with the ability to analyse customer data, market trends and product usage to identify growth opportunities and develop structured account strategies.
• A bachelor’s degree or equivalent qualification.

Responsibilities

• Lead, coach and develop a high-performing team of Account Managers, including hiring, onboarding and performance management.
• Own commercial outcomes across your portfolio, driving revenue growth through cross-sell, upsell and expansion while managing retention, churn and key negotiations.
• Define and execute the account management strategy in partnership with regional leadership.
• Act as executive sponsor for strategic customers, building senior stakeholder relationships and supporting customers from onboarding through to scale.
• Lead structured portfolio reviews and WBRs, using data-driven insights to identify priorities and drive clear action plans.
• Partner cross-functionally to deliver a consistent, high-quality customer experience, resolve issues and improve processes.
• Use customer feedback and data to identify trends, surface product gaps and influence Product priorities.
• Own portfolio forecasting and reporting across revenue, pipeline, risk and customer health.
• Contribute to territory planning and coverage models as the organisation scales.

Skills

Account management

Revenue generation

Commercial negotiation

Strategic thinking

Analytical mindset

Leadership

Education

Bachelor's degree or equivalent

Job description

Airwallex is seeking a Manager, Account Management to lead a team of Account Managers responsible for key customer relationships and driving growth across a defined portfolio. This player-coach role blends strategy with hands-on management, collaborating with Sales, Product, Solutions Engineering, Marketing, Finance and Operations.

You will set the account management standards, coach the team, own commercial outcomes, and partner with regional leadership to deliver a consistent, high-quality