Account Manager, SME & Growth

ABOUT AIRWALLEX Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 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 2,700 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 https://www.airwallex.com/en-us/operating-principles to see it in full.   HOW YOU'LL MAKE IMPACT Our SME portfolio is growing as businesses expand across borders, and this role helps them get more value from Airwallex as they do. You'll own customer growth across a portfolio of small and mid-market businesses, combining commercial judgment, consultative selling and strong execution. - Own and grow a portfolio of small and mid-market customers in Singapore, helping them solve cross-border financial challenges and expand their use of Airwallex. - Build trusted, multi-threaded relationships with stakeholders across commercial, finance, operations, e-commerce, product and leadership teams. - Use customer activity, transaction data, product adoption and business developments to identify whitespace, upsell and cross-sell opportunities across cross-border payments, collections, FX, payouts, Global Accounts, cards, spend management and other financial infrastructure. - Lead consultative discovery and commercial discussions, translating customer challenges into relevant solutions that increase wallet share, revenue and product usage. - Partner with customers as they expand into new markets, driving activation, adoption and ongoing customer value while identifying and addressing churn risks early. - Work closely with Sales, Product, Operations, Marketing, Strategy, Risk and Compliance to resolve issues and deliver solutions through to completion. - Maintain accurate account plans, pipeline, forecasts, activation milestones and customer notes in CRM tools, using data, analytics, automation and AI-enabled tools to improve portfolio prioritisation. You'll work from our Singapore office five days a week. WHAT WE'RE LOOKING FOR Essentials - 4+ years of experience in account management, relationship management, customer success, sales or a similar commercial role. - A demonstrated track record of driving revenue growth, expansion or wallet share within existing accounts. - Strong commercial drive and motivation to identify and pursue growth opportunities. - Confidence engaging directly with customers and business stakeholders to understand their needs and recommend relevant solutions. - The ability to build meaningful relationships with customers across different functions and levels of seniority. - Consultative selling and discovery skills, with the ability to understand a customer's business model and connect their challenges to commercial opportunities. - Strong verbal and written communication skills in English. - Strong problem-solving skills, with the ability to identify customer issues, coordinate internal stakeholders and drive solutions through to resolution. - The ability to collaborate effectively with Sales, Product, Operations, Marketing and Strategy teams. - Comfort learning new technology and using CRM, analytics and other tools to drive customer engagement and growth. - A proactive, resilient and ownership-oriented approach to managing customer relationships and commercial outcomes. Preferred - Experience in payments, fintech, SaaS, merchant acquiring, payment gateways, FX or financial services. - Understanding of cross-border commerce, international payment flows or global business operations. - Experience managing customers with international operations or expansion plans. - Proven ability to identify and execute upsell and cross-sell opportunities within an existing customer portfolio. - Experience working with commercial, finance, treasury, operations, e-commerce or payments stakeholders. - Strong analytical skills and the ability to use customer data to identify growth opportunities. - Familiarity with Salesforce, Looker, Tableau or similar CRM and data visualisation tools. YOU'LL THRIVE HERE IF - You have a track record of hitting your numbers, and you're motivated by stretch goals. - You own the outcome and you don't wait for permission to fix what's broken. - You're comfortable making decisions with incomplete information and moving quickly anyway. - You communicate clearly and directly across cultures, and you're thoughtful about how context shifts meaning across borders. - You over-communicate by design. You'd rather flag something early than let it become a surprise. LEARN MORE ABOUT YOUR TEAM SME & Growth at Airwallex is about more than closing deals. We help small and mid-market businesses solve real financial challenges across borders: getting paid globally, managing multi-currency accounts, paying suppliers, and running spend across markets from a single platform. You're not selling a feature. You're helping founders and finance leaders replace fragmented financial operations with one global system that actually scales. It's a function for sellers who like to build, not follow a script: curious, resourceful, and comfortable figuring things out in markets that are still wide open. You get real autonomy to create value, build relationships, and move opportunities forward. If you want to sell a serious product, solve real problems for ambitious businesses, and build your career fast, this is a place to do it. 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 http://airwallex.com email address. Please apply only through careers.airwallex.com http://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.