Account Manager, SME & Growth, AU (Fintech)

Location: Melbourne, Australia

Company

Airwallex is an AI-native financial operating system providing global payments infrastructure and financial products for businesses.

What you will do

• Own and grow a portfolio of strategic SME and growth accounts through account planning, retention, product adoption, and revenue expansion.
• Build trusted relationships with founders, finance leaders, operators, and other senior decision-makers.
• Lead strategic customer engagements, business reviews, growth conversations, and end-to-end commercial cycles.
• Identify, develop, negotiate, and close upsell, cross-sell, renewal, and expansion opportunities across payments, business accounts, spend management, treasury, and API-enabled solutions.
• Use customer, product, and commercial data to prioritise accounts, identify product opportunities, and develop QBRs.
• Maintain Salesforce pipeline accuracy and partner with Sales, Customer Success, Product, Solutions, Operations, Risk, and Compliance teams to resolve customer blockers.

Requirements

• 5+ years of experience in account management, relationship management, or sales, ideally for technical products, SaaS platforms, payments solutions, or financial technology.
• Proven success exceeding commercial targets and delivering revenue, gross profit, or other relevant KPIs.
• Experience managing complex sales cycles, multi-product accounts, upsell, cross-sell, renewals, or expansion opportunities.
• Strong consultative selling, negotiation, analytical, strategic, networking, and stakeholder management skills.
• Strong technical aptitude, including the ability to understand product, integration, and customer requirements.
• Exceptional written and verbal English is required, along with a bachelor’s degree or equivalent professional experience.

Nice to have

• Experience in fintech, payments, SaaS, or another fast-growing technology business.
• Familiarity with APIs, integrations, technical solution selling, or products such as foreign exchange, cards, expense management, bill pay, and treasury.
• Experience with Salesforce or a comparable CRM.
• Experience in professional services, consulting, accounting, marketing, education, travel, or healthcare.
• Experience leading negotiations involving multiple products, senior stakeholders, procurement, or legal review.

Culture & Benefits

• Work in a high-growth environment with evolving priorities, high standards, and meaningful ownership.
• Collaborate across a global organisation with more than 2,300 people across 27 offices.
• Contribute customer insights and market intelligence to product improvements, enablement, and internal processes.