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Account Manager, SME & Growth, AU

Airwallex· SME & Growth Business
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AU - Sydney, AU - MelbourneFull-timePosted 1mo ago

About the role

Account Manager responsible for the commercial relationship and growth of a portfolio of Australian SME and growth accounts, leveraging Airwallex product suite to drive retention, adoption and revenue.

Responsibilities

  • 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 opportunities, next steps, risks and close plans are visible and actionable.
  • Partner cross-functionally to resolve customer blockers, manage escalations and deliver a consistent customer experience.
  • Share customer insights, product feedback and market intelligence to help improve internal processes, enablement and product outcomes.

Qualifications

  • 5+ years of experience in account management, relationship management or sales, ideally selling a technical product, SaaS platform, payments solution or other financial technology.
  • A proven track record of exceeding commercial targets and consistently delivering against revenue, gross profit or other relevant KPIs.
  • Strong consultative selling skills, with the ability to understand customer strategies and pain points, uncover opportunities and articulate compelling value propositions.
  • Demonstrated experience managing complex sales cycles, including upsell, cross-sell, renewal or expansion opportunities from identification through close.
  • Experience managing complex, multi-product accounts and developing account strategies that drive retention, adoption and expansion.
  • Strong analytical and strategic skills, with the ability to use data to prioritise accounts, identify opportunities and build effective account plans and QBRs.
  • Exceptional verbal and written English, with the ability to communicate confidently with technical, commercial and executive stakeholders.
  • Strong negotiation, problem-solving, networking, relationship-building and stakeholder management skills.
  • Resilience, a positive attitude and a strong bias towards action when navigating customer or internal blockers.
  • Strong technical aptitude, with the ability to understand complex product, integration and customer requirements.
  • Bachelor’s degree or equivalent professional experience.

Skills

Required:Account planningStrategic sellingRelationship managementNegotiationData analysis
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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