Senior Account Manager, Mid-Market

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 to see it in full.

As a Senior Account Manager, you'll build trusted relationships with existing mid-market customers and help them get more value from Airwallex. You'll work across customer strategy, commercial growth and internal collaboration to deepen adoption and support long-term customer outcomes.

• Own and grow a portfolio of strategic mid-market accounts by developing account plans, increasing product adoption, deepening relationships and driving expansion through regular customer engagements.

• Identify, develop and close upsell and expansion opportunities, managing each opportunity from identification through close and revenue realisation.

• Act as a trusted advisor by understanding customers' businesses, industries and goals, then helping them maximise the value of Airwallex.

• Lead complex technical discussions and commercial negotiations, including bespoke agreements, multi-product solutions and high-value expansion opportunities.

• Translate customer needs into commercially viable solutions by understanding technical requirements and working across multiple products.

• Operate with ownership and agility, working independently, navigating ambiguity and adapting quickly as priorities change.

• Consistently achieve or exceed KPIs and revenue targets while staying close to the value of an evolving technology landscape.

• Coach and develop junior members of the Account Management team, while leading strategic initiatives and driving key go-to-market priorities.

You'll work from our London office three days a week.

Essentials

• 4+ years of customer-facing account management or sales experience, ideally within a technology, software, fintech or payments business, with a proven track record of strong performance.

• Strong consultative selling skills, with experience managing complex sales cycles within existing customer accounts, understanding customer strategies and pain points, and articulating compelling value propositions.

• A proven track record of exceeding commercial targets in high-target environments and consistently delivering against revenue and commercial KPIs.

• Strong analytical and strategic skills, with the ability to use data to shape account strategy, identify growth 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, expansion and long-term customer value.

• Strong technical aptitude and solid API knowledge, with the ability to understand complex technical requirements, identify customer needs and work across products to develop appropriate solutions.

• Exceptional communication and relationship-building skills, with strong verbal and written English and the ability to build credibility and influence across technical, commercial and senior customer stakeholders.

• Demonstrated ability to build strong customer relationships and deliver exceptional customer outcomes, acting as a trusted advisor and strong advocate for the customer.

• Strong problem-solving, networking and commercial judgment, combined with resilience, a positive attitude and a bias towards action when navigating internal and external blockers.

• Bachelor's degree or equivalent.

Preferred

• Experience with structured sales methodologies such as MEDDPICC.

• Startup and/or fintech experience.

• Experience with Salesforce.

• You have a track record of hitting your numbers, and you're motivated by stretch goals.

• You're comfortable owning the roadmap yourself.

• You own the outcome and you don't wait for permission to fix what's broken.

• 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 value in-person collaboration and are happy being in the office three days a week.

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.

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 email address. Please apply only through 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.

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.