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About the Role

As an Airwallex Account Manager, you will build relationships with existing customers to ensure they receive the tools and support needed to achieve their goals. You will act as the bridge between the customer and the Airwallex team, possessing an in-depth understanding of customer needs and goals and how Airwallex can support them. This role operates in a fast-paced, scaling environment, providing resources across the EMEA business at a senior level, evaluating and scaling Account Management strategy, and collaborating closely with Sales, Marketing, and Operations Leadership.

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.

Requirements

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.
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.
Bachelor’s degree or equivalent.
Startup and/or fintech experience preferred.
Experience with Salesforce highly regarded.
Experience with structured sales methodologies such as MEDDPICC is preferred.
Solid understanding of APIs is preferred.

Skills

Consultative selling
Account management
Sales
Technical product sales
Complex sales cycles
Value proposition articulation
Data analysis
Strategic planning
Account planning
Commercial negotiations
Multi-product solutions
Technical requirements understanding
Problem-solving
Networking
Relationship-building
Communication (verbal and written)
Technical aptitude
API understanding
Salesforce
MEDDPICC

Location

London, UK

Work Type

Hybrid

Experience Level

2+ years

Education Level

Bachelor's degree or equivalent

About the Company

Airwallex is the only unified payments and financial platform for global businesses.
Powered by proprietary infrastructure and software, Airwallex empowers over 250,000 businesses worldwide with integrated solutions for business accounts, payments, spend management, treasury, and embedded finance.
Founded in Melbourne, Airwallex has over 2,300 employees across 27 global offices.
Valued at US$11 billion and backed by leading investors, Airwallex is building the future of global payments and financial platforms.
We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership.
We value strong role-related expertise, sharp thinking, and motivation by our mission and operating principles.
We move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor.
We are humble and collaborative, turning zero-to-one ideas into real products and getting stuff done end-to-end.
We use AI to work smarter and solve problems faster.
Join us to tackle complex, high-visibility problems with exceptional teammates and grow your career as we build the future of global banking.

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.