Strategic Growth Account Manager (SaaS & Payments)

Airwallex; Melbourne (KY); On-site; USD 84,000 - 126,000; Full time

Job summary

Airwallex is seeking an Account Manager, SME & Growth based in Melbourne to own and grow a portfolio of ambitious Australian businesses. You will manage the commercial relationship, drive product adoption across the suite (business accounts, payments, spend management, treasury, APIs) and identify opportunities for sustainable growth.

You will partner with Sales, Customer Success, Product, Solutions, Operations, Risk and Compliance to deliver strong customer outcomes.

Qualifications

• 5+ years of experience in account management, relationship management or sales, ideally selling a technical product, SaaS platform, payments solution or other financial technology.
• Proven track record of exceeding commercial targets and delivering revenue growth.
• Strong consultative selling with ability to understand customer strategies and pain points.
• Experience managing complex sales cycles including upsell, cross-sell, renewal or expansion.
• Experience handling multi-product accounts and developing account strategies.
• Strong analytical and strategic skills using data to drive opportunities.
• Excellent English communication with stakeholders at all levels.
• Strong negotiation and problem-solving abilities.
• Resilience and bias toward action in blockers.
• Technical aptitude to understand complex product and integration requirements.
• Bachelor’s degree or equivalent professional experience.

Responsibilities

• Own and grow a portfolio of strategic SME and growth accounts.
• Build trusted relationships with founders, finance leaders, operators and senior stakeholders.
• Understand customer business models, goals and growth plans; position Airwallex as a strategic partner.
• Lead regular strategic customer engagements and business reviews.
• Identify and close upsell, cross-sell and expansion opportunities across product suite.
• Manage opportunities through the full commercial cycle from discovery to revenue realization.
• Lead complex commercial negotiations and bespoke agreements.
• Translate customer needs into viable solutions with internal teams.
• Use data to prioritise portfolio, identify whitespace and develop account strategies.
• Maintain pipeline and forecast in Salesforce; keep next steps and risks visible.
• Collaborate cross-functionally to resolve blockers and deliver a consistent customer experience.
• Share customer insights to improve processes and product outcomes.

Skills

Account management

Relationship management

SaaS sales

Negotiation

Analytical skills

English communication

Stakeholder management

Product and industry knowledge

Education

Bachelor’s degree or equivalent

Tools

Salesforce

Job description

Airwallex is seeking an Account Manager, SME & Growth based in Melbourne to own and grow a portfolio of ambitious Australian businesses. You will manage the commercial relationship, drive product adoption across the suite (business accounts, payments, spend management, treasury, APIs) and identify opportunities for sustainable growth.

You will partner with Sales, Customer Success, Product, Solutions, Operations, Risk and Compliance to deliver strong customer outcomes.