Account Manager, SME & Growth

Airwallex; London (KY); Hybrid; USD 79,000 - 119,000; Full time

Job summary

Airwallex is growing its UK team and is seeking an Account Manager to manage a portfolio of strategic customers, drive product adoption, and expand revenue. You will partner with Sales, Marketing and Operations leadership in a fast-paced, hybrid London environment.

Ideal candidates bring 2+ years in technical account management or sales, strong consulting skills, data-driven planning, and a track record of hitting aggressive targets. Startup/fintech experience and Salesforce know-how are a plus.

Qualifications

• 2+ years in account management or sales for a technical product.
• Strong consultative selling and ability to manage complex sales cycles.
• Proven track record of exceeding targets in high-velocity environments.
• Analytical with ability to build account strategies and QBRs.
• Experience with multi-product accounts and strategic account planning.
• Excellent English communication with stakeholders.
• Technical aptitude with APIs knowledge.
• Bachelor’s degree or equivalent.
• Startup/fintech experience preferred.
• Salesforce experience highly regarded.

Responsibilities

• Own and grow a portfolio of strategic accounts, develop plans, increase product adoption, expand revenue.
• Identify and close upsell opportunities through the full sales cycle.
• Act as trusted advisor to understand business goals and maximize Airwallex value.
• Lead complex negotiations including multi-product solutions.
• Translate customer needs into technically viable solutions across products.
• Operate with ownership, navigate ambiguity in a fast-paced environment.
• Demonstrate performance with KPIs and revenue targets.

Skills

Account management

Consultative selling

MEDDPICC

Sales targets

Data analysis

Account planning

Multi-product sales

English communication

Problem solving

APIs

Salesforce

Education

Bachelor’s degree or equivalent

Tools

Salesforce

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

As an Airwallex Account Manager, you will build relationships with our existing customers to ensure they are receiving the tools and support needed to achieve their goals. You will be the bridge between the customer and the Airwallex team and will have an in-depth understanding of the customer’s needs and goals and how Airwallex can support them. You will be working in an incredibly fast paced, scaling environment and providing resources across the EMEA business at a senior level, evaluating and scaling Account Management strategy and working closely with Sales, Marketing and Operations Leadership.

Our UK team is growing, we are currently 110+ employees, working in a hybrid work environment with 3 days per week required in our London Office @wells&more - GPE, Fitzrovia.

What you'll do

• Own and grow a portfolio of strategic accounts, developing account plans, increasing product adoption, deepening relationships, and driving expansion through regular strategic customer engagements.

• Identify, develop, and close upsell and expansion opportunities, proactively managing opportunities through the sales cycle from identification to close and revenue realisation.

• Act as a trusted advisor to customers, understanding their business, industry, and goals to help them maximise the value of Airwallex and identify opportunities to support their growth.

• Lead complex commercial negotiations, including bespoke commercial agreements, multi product solutions, and high-value expansion opportunities.

• Translate customer needs into solutions, with the ability to understand technical requirements and work across multiple products to develop compelling, commercially viable solutions.

• Operate with ownership and agility, demonstrating the ability to work independently, navigate ambiguity, and adapt quickly in a fast-paced and rapidly changing environment.

• Demonstrate a strong track record of performance and a passion for technology, consistently achieving or exceeding KPIs and revenue targets while maintaining the curiosity to understand and articulate the value of an evolving technology landscape.

What you bring

• 2+ years of experience in account management or sales, ideally selling a technical product, with a proven track record of top performance.

• Strong consultative selling skills, with the ability to manage complex sales cycles, understand customer strategies and pain points, and articulate compelling value propositions. Experience with structured sales methodologies such as MEDDPICC is preferred.

• Proven track record of exceeding targets, with demonstrated success in high target, high pace environments and consistently delivering against commercial KPIs and revenue goals.

• Strong analytical and strategic skills, with the ability to use data to develop account strategies, identify opportunities, and build effective QBRs and account plans.

• Experience managing complex, multi-product accounts, including developing and executing strategic account plans to drive retention, adoption, and expansion.

• Exceptional communication skills, with strong verbal and written English and the ability to communicate effectively with both technical and commercial stakeholders.

• Strong problem-solving, networking, and relationship-building skills, combined with resilience, a positive attitude, and a strong bias towards action when navigating blockers.

• Strong technical aptitude, with the ability to understand complex technical problems and requirements. Solid understanding of APIs is preferred.

• Bachelor’s degree or equivalent.

• Startup and/or fintech experience preferred.

• Experience with Salesforce highly regarded.

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.