Account Manager, SME & Growth, AU

About Airwallex Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 250,000 businesses worldwide – including Brex, Navan, Qantas, SHEIN and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale. Proudly founded in Melbourne, we have a team of over 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us.   Attributes We Value We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles . You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor. You're humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next.   As an Account Manager, SME & Growth , you will own the commercial relationship for a portfolio of ambitious Australian businesses. You will help customers get more value from Airwallex by understanding their goals, increasing product adoption, strengthening relationships and identifying opportunities for sustainable growth. This is a strategic, consultative role combining account planning, customer engagement and end-to-end commercial ownership. You will work across Airwallex’s product suite, including business accounts, payments, spend management, treasury and API-enabled solutions. You will also partner closely with Sales, Customer Success, Product, Solutions, Operations, Risk and Compliance teams to deliver strong customer outcomes. This role is based in Sydney or Melbourne.

Own and grow a portfolio of strategic SME and growth accounts, developing account plans that support retention, product adoption, relationship depth and revenue growth. Build trusted, multi-threaded relationships with customer stakeholders, including founders, finance leaders, operators and other senior decision-makers. Develop a deep understanding of each customer’s business model, industry, goals, pain points and growth plans, positioning Airwallex as a strategic partner. Lead regular strategic customer engagements, including account planning sessions, business reviews and growth conversations. Identify, develop and close upsell, cross-sell and expansion opportunities across Airwallex’s product suite. Proactively manage opportunities through the full commercial cycle, from discovery and solution design through negotiation, close, implementation and revenue realisation. Lead complex commercial negotiations, including bespoke commercial agreements, multi-product solutions and high-value expansion opportunities. Translate customer needs into compelling, commercially viable solutions, working with internal experts to understand technical requirements and API or integration considerations. Use customer, product and commercial data to prioritise your portfolio, identify product whitespace, build account strategies and develop effective QBRs. Maintain disciplined pipeline management and accurate forecasting in Salesforce, ensuring