---
title: 'Account Manager, SME & Growth, AU at Airwallex'
canonical: 'https://feeny.ai/job/account-manager-sme-growth-au-airwallex-melbourne-7n1sz6bdbeg8'
type: 'job'
last_seen: '2026-10-14'
---

# Account Manager, SME & Growth, AU at Airwallex

- **Company:** [Airwallex](https://feeny.ai/companies/airwallex)
- **Location:** Melbourne, Australia
- **Employment:** full-time
- **Posted:** 2026-10-07
- **Last confirmed live:** 2026-10-14
- **Apply:** https://jobs.ashbyhq.com/airwallex/301d1568-7485-431c-a796-c01d7ed71a73

## Job description

## 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 2,300 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.

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 Melbourne.

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.

## Who you are

We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory.

Minimum 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.

Preferred qualifications:

- Experience working with customers in professional services, consulting, accounting, marketing, education, travel or healthcare.
- Experience in fintech, payments, SaaS or another fast-growing technology business.
- Familiarity with APIs, integrations or technical solution selling.
- Experience managing or selling products such as payments, foreign exchange, business accounts, cards, expense management, bill pay or treasury.
- Experience with Salesforce or a comparable CRM.
- Experience leading commercial negotiations involving multiple products, senior stakeholders, procurement, legal or other review processes.
- Experience using customer or transactional data to diagnose opportunities and improve account performance.
- Comfort operating in a high-growth environment with evolving priorities, high standards and meaningful ownership.
- A curious, commercially minded approach and a willingness to continuously deepen your product and industry knowledge.

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.

## About Airwallex

## Company Overview
- **One-liner**: Airwallex is a financial technology company building a unified global payments and banking platform that helps businesses manage cross-border payments, treasury, spend, and financial operations through proprietary infrastructure, software, and AI.
- **Entity Type**: Private (Series G)
- **Headquarters**: Dual headquarters in Singapore and San Francisco, USA; founded in Melbourne, Australia
- **Founded**: 2015
- **Founders**: Jack Zhang (CEO), Lucy Liu, Max Li, Xijing Dai, and Ron Li

## Core Business
- Primary industry: Financial Services / Payments / Fintech Infrastructure
- Target customers: B2B, primarily serving SMBs, scaling enterprises, digital platforms, and marketplaces globally
- Mission or purpose statement: "Build the future of global banking" — they aim to replace legacy, fragmented banking systems with a borderless, intelligent, real-time financial operating system for modern businesses.

## Products & Services
- **[Business Accounts]**: Multi-currency global accounts to receive, hold, and manage funds in 20+ currencies, with local account details for key markets.
- **[Payments]**: Global payment acceptance via 160+ local payment methods, low-code checkout, and programmatic payout capabilities to 200+ countries.
- **[Spend / Corporate Cards]**: Multi-currency corporate and employee cards with customisable spend controls, designed for global teams.
- **[Expense Management]**: A platform to track, control, and reconcile global business expenses, including employee reimbursements.
- **[Billing & Subscription Management]**: A billing platform for usage-based and subscription pricing models, supporting AI companies and complex revenue workflows.
- **[Platform APIs]**: API-first infrastructure enabling businesses to embed financial services (accounts, payments, FX, card issuing) into their own products.
- **[FX & Treasury]**: Interbank foreign exchange rates and tools to intelligently manage currency risk across markets.

## Market Standing
- **Valuation**: US$11 billion (latest valuation in 2025, following a fresh investment round).
- **Key Metric**: US$1.8 billion in total funding raised; Annual Recurring Revenue (ARR) surpassed US$1 billion by 2025.
- **Notable Investors/Partners**: Series G investors include prominent global venture capital firms (specific names not listed in source but backed by top-tier VCs); serves over 200,000 businesses including TikTok, Brex, Rippling, Navan, Qantas, and SHEIN.
- **Growth Signals**: 
  - US$287 billion in global payments processed (USD).
  - 92% of transfers settled same-day, 50% processed instantly.
  - Over 85 financial licenses and registrations globally.
  - Team of ~2,300 people across 27 offices internationally.
  - Dual-headquarters model (Singapore + San Francisco) adopted in 2025 to support next phase of growth.

## Competitive Advantages
- Proprietary, API-first infrastructure built from scratch (not riding legacy banking rails), enabling faster, cheaper, and more transparent cross-border transactions.
- Unified platform combining banking, payments, spend management, billing, and FX — reducing the need for multiple vendors.
- Deep AI integration across the platform to automate financial operations and provide intelligent insights.
- Extensive regulatory licensing (85+ licenses) across major markets, creating a high barrier to entry.
- Strong network effects: serves both direct businesses and platforms/marketplaces that embed Airwallex into their offerings.

## Strategic Focus
- Continue scaling the platform to support the rapid growth of AI-native companies and usage-based business models (highlighted by the launch of their global billing platform).
- Expand the dual-headquarters presence to tap into the largest tech talent markets (San Francisco and Singapore).
- Invest heavily in AI to build "interconnected, intelligent financial systems where money, data, and decisions move together."
- Deepen product capabilities to automate financial operations end-to-end for global businesses.

## Why Work Here
- High-growth, ambitious environment: described as "the most ambitious work of your career" by the company; founded in 2015 and already processing $287B in payments.
- Global impact and scale: work on infrastructure used by 200,000+ businesses, from startups to enterprises like TikTok and SHEIN.
- Hybrid/office culture: 27 offices globally (Melbourne, Singapore, San Francisco, London, Shanghai, Amsterdam, and more) offering opportunities to work across teams and locations.
- Engineering-driven culture: heavy emphasis on building proprietary technology, AI, and developer-first products.
- Notable perks: opportunity to work on a modern financial stack, exposure to cutting-edge AI/Fintech intersection, and a diverse, international team of "2,200 of the brightest and most innovative people in tech."

## Sources
1. [airwallex.com - Who We Are](https://www.airwallex.com/en-eu/who-we-are)
2. [airwallex.com - Global Platform](https://www.airwallex.com/global)
3. [careers.airwallex.com](https://careers.airwallex.com/)
4. [LinkedIn - Airwallex](https://www.linkedin.com/company/airwallex)
5. [jobs.ashbyhq.com - Airwallex](https://jobs.ashbyhq.com/airwallex)

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