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 As an Account Manager, SME & Growth, you’ll own a portfolio of strategic DACH accounts, with accountability for gross profit, retention, and expansion. You’ll act as a trusted commercial advisor, strengthening executive relationships and helping customers expand their use of Airwallex across products and markets. - Own strategic account plans and lead executive-level Quarterly Business Reviews at least once per quarter. - Lead complex, consultative commercial negotiations and multi-product opportunities across FX, Global Accounts, Cards and Issuing, Spend, and Payouts. - Manage multi-entity and multi-country customers with multiple stakeholders, translating technical requirements into clear customer solutions. - Identify expansion signals, convert them into well-documented Salesforce opportunities, and contribute to an accurate, stage-weighted forecast. - Own the client through operational and compliance events, gathering facts, setting expectations, driving internal teams to resolution, and keeping the relationship intact. - Represent the customer internally across Product, Risk, FinOps, and Support, translating customer feedback and recurring themes into actionable insights for the wider business. - Help build the foundations of a scalable DACH Post-Sales function by developing repeatable processes, playbooks, and operating standards for account planning, QBRs, handovers, and expansion. You’ll work from our Berlin office three days a week. WHAT WE'RE LOOKING FOR ESSENTIALS - 3+ years of successful experience in Account Management, Customer Success or Sales, ideally working with a technical product and a consistent track record of strong performance. - Experience managing complex, consultative sales cycles and multi-product accounts, including the development and execution of strategic account plans. - Strong analytical skills, with the ability to use data to shape account strategy, prepare QBRs, and identify commercial opportunities. - Experience working with CRM systems and a strong commitment to accurate, consistent Salesforce hygiene. - The ability to understand complex technical concepts and a solid foundational understanding of APIs. - Comfort operating in an ambiguous, fast-paced environment with evolving priorities and a high degree of ownership. - Excellent written and verbal communication skills in both German and English. PREFERRED - Experience working with fintech, payments, SaaS, or another technical product. - Experience managing multi-entity or multi-country customers and engaging stakeholders at executive level. - A track record of leading bespoke commercial negotiations and driving retention or expansion across existing accounts. YOU'LL THRIVE HERE IF - You have a track record of hitting your numbers, and you’re motivated by stretch goals. - You're comfortable making decisions with incomplete information and moving quickly anyway. - You're comfortable with ambiguity. Give you a problem, not a prescription, and you'll run with it. - You say what you mean. You're direct, but you lead with respect. - You know when to align and when to just decide. Collaboration isn't a way to avoid accountability. 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.