Account Manager, SME & Growth, AU

Airwallex
Sydney, Melbourne
Workplace: OnsiteFull timeFunction: Customer Success & Account ManagementExperience: 5+ yearsSkills: ["Consultative selling","Negotiation","Analytical thinking","Stakeholder management","Relationship building"]

Own the commercial relationship for a portfolio of strategic Australian SME and growth accounts, driving retention, product adoption, and revenue growth. Lead consultative account planning and regular business reviews, identify upsell/cross-sell/expansion opportunities, and manage the full commercial cycle through negotiation and revenue realisation. Partner with Sales, Customer Success, Product, Solutions, Operations, Risk and Compliance to deliver strong customer outcomes and use data to prioritise and forecast in Salesforce.

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Airwallex
Airwallex
1 day ago

Account Manager, SME & Growth, AU

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Last checked: 15 hours agoStatus: Live

Job Summary

Own the commercial relationship for a portfolio of strategic Australian SME and growth accounts, driving retention, product adoption, and revenue growth. Lead consultative account planning and regular business reviews, identify upsell/cross-sell/expansion opportunities, and manage the full commercial cycle through negotiation and revenue realisation. Partner with Sales, Customer Success, Product, Solutions, Operations, Risk and Compliance to deliver strong customer outcomes and use data to prioritise and forecast in Salesforce.
Location: Sydney, Melbourne
Workplace: Onsite
Employment Type: Full time
Job Function: Customer Success & Account Management
Seniority: Mid level

Key Responsibilities

  • •Own and grow a portfolio of strategic SME and growth accounts by developing account plans that support retention, product adoption, relationship depth, and revenue growth.
  • •Build trusted relationships with customer stakeholders and develop a deep understanding of each customer’s business model, goals, pain points, and growth plans.
  • •Lead regular strategic customer engagements such as account planning sessions, business reviews, and growth conversations.
  • •Identify, develop, and close upsell, cross-sell, and expansion opportunities across the product suite through the full commercial cycle from discovery to revenue realisation.
  • •Manage pipeline, forecasting, and customer blockers while sharing customer insights and product feedback to improve internal processes and outcomes.

Key Requirements

  • •5+ years of experience in account management, relationship management, or sales, ideally selling a technical product, SaaS platform, payments solution, or financial technology.
  • •Proven track record of exceeding commercial targets and consistently delivering against relevant KPIs.
  • •Strong consultative selling skills, including the ability to understand customer strategies and pain points and articulate value propositions.
  • •Demonstrated experience managing complex sales cycles and multi-product accounts, including upsell, cross-sell, renewal, or expansion from identification through close.
  • •Strong analytical and strategic skills to prioritise accounts and build effective account plans and QBRs; exceptional verbal and written English.
Experience:5+ yearsFintechSaaSPaymentsTechnology
Skills:Consultative sellingNegotiationAnalytical thinkingStakeholder managementRelationship building
Languages:English
Tech Stack:SalesforceAPIsIntegrations

Company Brief

Airwallex
Airwallex is a global payments and financial platform that provides business accounts, cross-border payments, treasury, corporate cards, and embedded finance APIs to help companies manage global financial operations and scale internationally.
Industry: Fintech Infrastructure
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series E+
Headquarters: Singapore, Singapore
Founded: 2015
Glassdoor
Glassdoor: 3.7
WebsiteLinkedInGlassdoor