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.

Applicant Safety Policy: Fraud and Third-Party Recruiters

To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com email address. Please apply only through careers.airwallex.com or our official LinkedIn page.

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.