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Account Manager, SME & Growth

Airwallex· SME & Growth Business
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UK - LondonFull-timePosted 1mo ago

About the role

Account Manager role focusing on building relationships with existing customers, identifying upsell opportunities, and driving expansion across a fast-paced, multi-product environment in the EMEA region, with hybrid work in London.

Responsibilities

  • 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 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.

Qualifications

  • 2+ years of experience in account management or sales, ideally selling a technical product, with a proven track record of top performance.
  • Strong consultative selling skills, with the ability to manage complex sales cycles, understand customer strategies and pain points, and articulate compelling value propositions. Experience with structured sales methodologies such as MEDDPICC is preferred.
  • Proven track record of exceeding targets, with demonstrated success in high target, high pace environments and consistently delivering against commercial KPIs and revenue goals.
  • Strong analytical and strategic skills, with the ability to use data to develop account strategies, identify opportunities, and build effective QBRs and account plans.
  • Experience managing complex, multi-product accounts, including developing and executing strategic account plans to drive retention, adoption, and expansion.
  • Exceptional communication skills, with strong verbal and written English and the ability to communicate effectively with both technical and commercial stakeholders.
  • Strong problem-solving, networking, and relationship-building skills, combined with resilience, a positive attitude, and a strong bias towards action when navigating blockers.
  • Strong technical aptitude, with the ability to understand complex technical problems and requirements. Solid understanding of APIs is preferred.
  • Bachelor’s degree or equivalent.
  • Startup and/or fintech experience preferred.
  • Experience with Salesforce highly regarded.

Skills

Required:Account managementConsultative sellingNegotiationMulti-product account managementCommunication (English)Data-driven planningBachelor’s degree
Nice to have:Sales methodology (MEDDPICC)APIs understanding
Last updated Oct 7, 2026. Interested? Apply on the company site.
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About Airwallex

Trusted Global Payments & Financial Platform

Grow your business faster with Airwallex - global business accounts, high speed transfers, multi-currency cards, online payments, embedded finance, and more.

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