Airwallex

Overview

As an Account Manager on the Enterprise team, you will manage a portfolio of strategic enterprise customers and help them maximise Airwallex value. You will build trusted relationships across commercial, finance, operations, product and technology stakeholders, while identifying opportunities to increase adoption, retain customers and expand their use of Airwallex's products and markets.

About Airwallex

Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 250,000 businesses worldwide with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a

Requirements & Eligibility

• 8+ years of sales or account management experience, including experience managing complex enterprise or strategic customer relationships.
• A proven track record of retaining and growing existing accounts through renewals, upsell, cross-sell or other expansion motions.
• Experience managing multi-stakeholder customer relationships, including engagement with senior commercial, finance, operations, product or technology leaders.
• Strong commercial, communication and negotiation skills, with the ability to simplify complex topics and build trusted relationships internally and externally.
• Experience working cross-functionally to resolve customer issues, manage escalations and deliver complex onboarding, implementation or post-go-live initiatives.
• Experience in fintech, payments, financial services, B2B SaaS or another technology environment with complex products.
• Native German and English fluency required

Key Responsibilities

• Grow gross profit from existing customer accounts, manage customer operational success, and pursue upsell and expansion opportunities across Airwallex’s product suite.
• Build and execute strategic account plans, including customer objectives, stakeholder maps, risks, renewal plans and 12 to 18-month growth opportunities.
• Lead renewals, commercial negotiations, upsell and cross-sell opportunities, using data and customer insight to improve retention and drive Net Revenue Retention.
• Build trusted relationships with senior customer stakeholders and run effective business reviews that demonstrate value, address risks and align on future priorities.
• Coordinate complex customer initiatives across Sales, Product Sales, Solutions Engineering, Product, Operations, KYC and Onboarding, Legal, Customer Success and other internal teams.
• Maintain accurate CRM records, opportunity tracking and forecasts, while sharing customer feedback that can inform product, operational and go-to-market improvements.