Senior Account Manager, Mid-Market

Airwallex; London (KY); Hybrid; USD 93,000 - 146,000; Full time

Job summary

Airwallex is seeking a Senior Account Manager to grow relationships with existing customers and drive adoption of Airwallex tools across the EMEA region. You’ll bridge customers with Sales, Marketing, and Operations leadership in a fast-paced, high-growth environment.

You will manage a portfolio of strategic accounts, identify upsell opportunities, and act as a trusted advisor, aligning technical and business needs across multiple products. Hybrid London office presence required.

Qualifications

• 4+ years in customer-facing account management or SaaS sales.
• Experience with MEDDPICC sales methodology preferred.
• Proven track record of exceeding revenue targets.
• Strong analytical and strategic skills with data-driven planning.
• Experience managing multi-product accounts and strategic plans.

Responsibilities

• Own and grow a portfolio of strategic accounts, developing plans and expanding product adoption.
• Identify and close upsell opportunities, managing the full sales cycle to revenue realization.
• Act as a trusted advisor, understanding customer goals and how Airwallex adds value.
• Lead complex negotiations, multi-product solutions, and bespoke agreements.
• Translate needs into solutions, aligning technical requirements across products.
• Operate with ownership, navigate ambiguity, and adapt quickly in a fast-paced setting.
• Maintain high performance and KPI achievement while driving account value.
• Coach junior team members and lead strategic GTM initiatives.

Skills

Account Management

Consultative Selling

Sales Process

MEDDPICC

API Knowledge

CRM

Education

Bachelor’s degree or equivalent

Tools

Salesforce

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.

About the role

As a Senior 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 technical discussions and 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.
• Coach and develop junior members of the Account Management team, while leading strategic initiatives and driving key GTM priorities.

What you bring

• 4+ years of customer-facing account management or sales experience, ideally within a technology, software, fintech, or payments business, with a proven track record of top performance.
• Strong consultative selling skills, with demonstrated experience managing complex sales cycles within existing customer accounts, understanding customer strategies and pain points, and articulating compelling value propositions. Experience with structured sales methodologies such as MEDDPICC is preferred.
• Proven track record of exceeding commercial targets, with demonstrated success in high-target, high-pace environments and consistently delivering against revenue and commercial KPIs.
• Strong analytical and strategic skills, with the ability to use data to shape account strategy, identify growth opportunities, and build effective QBRs and account plans.
• Proven experience managing complex, multi-product accounts, including developing and executing strategic account plans to drive retention, adoption, expansion, and long-term customer value.
• Strong technical aptitude with solid API knowledge, with the ability to understand complex technical requirements, identify customer needs, and work across products to develop appropriate solutions. API knowledge is a must.
• Exceptional communication and relationship-building skills, with strong verbal and written English and the ability to build credibility and influence across technical, commercial, and senior customer stakeholders.
• Demonstrated ability to build strong customer relationships and deliver exceptional customer outcomes, acting as a trusted advisor and strong advocate for the customer.
• Strong problem-solving, networking, and commercial judgment, combined with resilience, a positive attitude, and a strong bias towards action when navigating internal and external blockers.
• 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.