Account Manager, SME & Growth

Airwallex; Berlin (NH); On-site; USD 68,000 - 103,000; Full time

Job summary

Airwallex in Berlin seeks an Account Manager, SME & Growth, DACH, to own a portfolio of the region’s most valuable customers, balancing self-service and enterprise needs with a focus on gross profit, executive relationships, and expanding product usage across markets.

You will translate customer needs into practical solutions, coordinate internal teams, and represent the customer across Product, Risk, FinOps and Support. This role helps build scalable post-sales processes for the DACH region.

Qualifications

• 3+ years of experience in Account Management, Customer Success or Sales with technical product exposure.
• Experience managing complex, consultative sales cycles and multi-product accounts.
• Strong analytical skills and data-driven account strategy.

Responsibilities

• Own a portfolio of strategic DACH accounts with accountability for gross profit, retention, and expansion.
• Lead executive-level QBRs at least once per quarter.
• Drive complex negotiations across FX, Global Accounts, Cards and Issuing, Spend, and Payouts.
• Coordinate cross-functional teams to deliver customer solutions across regions and products.
• Identify expansion signals and document Salesforce opportunities with accurate forecasts.
• Guide clients through operational and compliance events while maintaining relationships.
• Represent customer feedback to Product, Risk, FinOps and Support for strategic improvements.
• Help build scalable DACH post-sales processes, including playbooks and handovers.

Skills

Account management

Customer success

Sales

CRM systems

Salesforce hygiene

German and English

APIs

Strategic planning

Tools

Salesforce

APIs

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 team

The SME & Growth team helps ambitious businesses get more value from Airwallex as they scale across markets, products and entities. We are building a high-performing DACH post-sales motion that combines commercial account ownership, customer value creation, and close cross-functional collaboration. As part of this team, you will work closely with the Account Management Lead and colleagues across Sales, Product, Risk, FinOps, and Support. This is an opportunity to help shape the standards and ways of working for strategic customer management in the region.

What you’ll do

As an Account Manager, SME & Growth, DACH, you will own a portfolio of the region’s most valuable customers right in the sweet spot of our customer base, between Self-Service and Enterprise. Your focus will be on protecting and growing gross profit, strengthening executive relationships, and helping customers expand their use of Airwallex across products and markets. You will act as a trusted commercial advisor, translating customer needs into practical solutions and coordinating the right internal teams to deliver them. This role is based in Berlin.

Responsibilities

• Own a portfolio of strategic DACH accounts, with accountability for gross profit, retention, and expansion.

• Build strategic account plans and lead executive-level Quarterly Business Reviews at least once per quarter.

• Lead complex, consultative commercial negotiations and multi-product opportunities across FX, Global Accounts, Cards and Issuing, Spend, and Payouts.

• Manage multi-entity and multi-country customers with multiple stakeholders, translating technical requirements into clear customer solutions.

• Identify expansion signals, convert them into well-documented Salesforce opportunities, and contribute to an accurate, stage-weighted forecast.

• Own the client through operational and compliance events, gathering facts, setting expectations, driving internal teams to resolution, and keeping the relationship intact.

• Represent the customer internally across Product, Risk, FinOps, and Support, translating customer feedback and recurring themes into actionable insights for the wider business.

• Help build the foundations of a scalable DACH Post-Sales function by developing repeatable processes, playbooks, and operating standards for account planning, QBRs, handovers, and expansion.

Who you are

We’re looking for someone who combines commercial ownership with strong strategic thinking, customer empathy, and the ability to operate confidently in complex environments.

What you bring

• 3+ years of successful experience in Account Management, Customer Success or Sales, ideally working with a technical product and a consistent track record of strong performance.

• Experience managing complex, consultative sales cycles and multi-product accounts, including the development and execution of strategic account plans.

• Strong analytical skills, with the ability to use data to shape account strategy, prepare QBRs, and identify commercial opportunities.

• Experience working with CRM systems and a strong commitment to accurate, consistent Salesforce hygiene.

• The ability to understand complex technical concepts and a solid foundational understanding of APIs.

• Comfort operating in an ambiguous, fast-paced environment with evolving priorities and a high degree of ownership.

• Excellent written and verbal communication skills in both German and English.

Preferred qualifications

• Experience working with fintech, payments, SaaS, or another technical product.

• Experience managing multi-entity or multi-country customers and engaging stakeholders at executive level.

• A track record of leading bespoke commercial negotiations and driving retention or expansion across existing accounts.

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.