Team Manager, Account Management, SME & Growth

Airwallex; Hong Kong; On-site; HKD 900,000 - 1,700,000; Full time

Job summary

Airwallex is seeking a Manager, Account Management in Hong Kong to lead a team of Account Managers responsible for key customer relationships, driving growth and retention while collaborating with Sales, Product, Solutions Engineering, Marketing, Finance and Operations to deliver exceptional outcomes for customers and for Airwallex.

The role is a player-coach leadership position with strategic responsibility and direct engagement with a subset of high-value customers, guiding a scalable

Qualifications

• 5+ years of experience in account management or related field.
• 3+ years leading and developing Account Managers or commercial teams.
• Proven track record of meeting or exceeding revenue targets.
• Strong commercial acumen with experience in negotiations and renewals.
• Bachelor’s degree or equivalent qualification.

Responsibilities

• Lead, coach and develop a high-performing team of Account Managers.
• Own commercial outcomes across your portfolio, driving revenue growth.
• Define and execute the account management strategy with regional leadership.
• Act as executive sponsor for strategic customers, building senior stakeholder relationships.
• Lead portfolio reviews and data-driven action plans.
• Partner cross-functionally to deliver a high-quality customer experience.
• Use customer feedback and data to identify trends 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

Team leadership

Revenue growth

Negotiations

Education

Bachelor's degree

Job description

About Airwallex

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 676,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own.

We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific.

We're co-headquartered in San Francisco and Singapore, with more than 2,300 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles to see it in full.

Manager, Account Management

The Role

As Manager, Account Management, you’ll play a key leadership role as we scale our commercial organisation. You’ll lead a team of Account Managers responsible for some of our most important customer relationships, driving growth and retention across a defined portfolio.

This is a player-coach role. You’ll set the strategy and standards for your team while directly managing a small number of high-value customers. Working closely with Sales, Product, Solutions Engineering, Marketing, Finance and Operations, you’ll deliver exceptional outcomes for both our customers and Airwallex.

What You’ll Do

• 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.

Who You Are

We’re looking for people who meet the minimum requirements for this role. Preferred qualifications are a plus, but not mandatory.

Minimum Qualifications

• At least 5+ years of relevant working experience
  • 3+ years of experience 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.
• A 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.

Preferred Qualifications

• Experience in payments, FX, card issuing, treasury or financial platforms.
• Experience in B2B software or other complex technology solutions.

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.