Manager, Account Management, SME & Growth, CN

Airwallex; United States; On-site; USD 134,000 - 194,000; Full time

Job summary

Airwallex is seeking a Manager, Account Management for SME & Growth in China. You will lead a high-performing team of Account Managers and CSMs, execute GTM strategies, and drive product adoption, upsell, and retention across the SME & Growth portfolio.

You will collaborate with Product, Engineering, Marketing, and Revenue Operations to translate client feedback into product improvements, manage KPIs, and mitigate churn while aligning with Airwallex’s values and operating principles.

Qualifications

• 6+ years in Account Management, Customer Success, or Sales with 3+ years in team leadership.
• Proven track record leading front-line Commercial/AM teams to hit revenue and retention targets.
• Strong analytical and problem-solving skills; data-driven prioritization and coaching.
• Solid understanding of fintech, cross-border payments, or digital commerce.
• Excellent communication, negotiation, and stakeholder management with senior leaders.
• Hands-on experience in account planning, portfolio management, and adoption playbooks.
• Bachelor’s degree or equivalent practical experience.

Responsibilities

• Lead and scale a team of Account Managers/CSMs; drive high performance and accountability.
• Operationalize the GTM strategy to maximize product adoption and expansion revenue.
• Engage key client stakeholders and ensure Airwallex delivers ongoing value.
• Collaborate with Product, Engineering, Marketing, and Revenue Ops to feed product improvements.
• Set and monitor targets around revenue, product penetration, and customer satisfaction; run pipeline reviews.
• Identify churn risks and resolve complex escalations with effective mitigation strategies.
• Champion Airwallex principles and values across the team.

Skills

Team leadership

Revenue growth

Account management

Data-driven

Stakeholder management

Fintech domain

Education

Bachelor’s degree or equivalent

Tools

Salesforce

Looker

SQL

Job description

About Airwallex

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 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.

About the team

The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers

What you’ll do

As the Manager, Account Management, SME & Growth, CN, you will be the front-line execution leader of our post-sale growth engine. Leading a high-performing team of Individual Contributors (Account Managers or Customer Success Managers), you will execute the GTM strategy to drive product adoption, upsell/cross-sell, and long-term customer retention across our SME & Growth segment. You aren't just managing day-to-day account operations; you are coaching talent, optimizing account management playbooks, and driving revenue performance to scale our business in China.

This role is based in Shenzhen or Shanghai.

Responsibilities:

• People Leadership & Coaching: Directly lead, mentor, and scale a team of Account Managers or CSMs; foster a culture of high performance, continuous learning, and accountability.

• Strategy Execution & Revenue Growth: Operationalize the GTM strategy to maximize product adoption, expansion revenue (upsell/cross-sell), and customer retention within the SME & Growth customer portfolio.

• Client Engagement & Relationship Management: Act as an executive escalation point for key customer accounts, building trust with key client stakeholders to ensure Airwallex solutions deliver continuous value.

• Cross-Functional Collaboration: Partner closely with Product, Engineering, Marketing, and Revenue Operations to channel customer feedback into product enhancements and streamline customer-facing processes.

• Performance & KPI Management: Set team and individual targets around revenue, product penetration, and customer satisfaction; track KPIs, conduct pipeline reviews, and implement tactical coaching to elevate team performance.

• Risk Mitigation & Issue Resolution: Proactively identify churn risks, handle complex customer escalations, and develop effective mitigation strategies.

• Culture & Values: Champion Airwallex’s operating principles and values, acting as a cultural advocate and role model for the team.

Who you are

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

Minimum qualifications:

• 6+ years of experience in Account Management, Customer Success, or Sales, with at least 3 years in team management or direct line leadership, ideally in Fintech, SaaS, Payments, or Tech platforms.

• Proven track record of leading front-line commercial/AM teams to achieve revenue and retention targets in a fast-paced environment.

• Strong analytical and problem-solving skills, with experience using data to guide team priorities, pipeline decisions, and performance coaching.

• Solid understanding of the fintech, cross-border payments, or digital commerce ecosystem.

• Excellent communication, negotiation, and stakeholder management skills, with the ability to engage mid-to-senior level decision-makers.

• Hands-on experience in account planning, portfolio management, and executing adoption playbooks.

• Bachelor’s degree or equivalent practical experience.

Preferred qualifications:

• Experience scaling teams in high-growth technology environments or cross-border trade/Fintech platforms.

• Proficiency with CRM and reporting tools (e.g., Salesforce, Looker, SQL).

• Familiarity with API-based payment products or complex SaaS solutions.

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.